While it's some years old, we all know the "spaghetti chart," from Gartner. As … [Read more...]
Category: Transformation
Category: Transformation
Our Customers Don't Know How To Buy, Are We Helping Them Learn?
What If There Were No Salespeople? Posted on January, 2022
Let's try a thought experiment. Let's extend all the trends we see around the … [Read more...]
Pricing Is Never A Sales Problem Posted on January, 2022
Recently, I had an interesting conversation with an executive. He reported on … [Read more...]
"Did We Do The Right Thing?" Customer Engagement, It Can Be Really Simple! Posted on January, 2022
We struggle with customer/prospect engagement. We send endless emails trying to … [Read more...]
Settling....... Posted on January, 2022
Our jobs, as sales and marketing professionals, is to drive change. We can only … [Read more...]
If Practice Makes Perfect, Why Do We Keep Practicing The Wrong Things? Posted on January, 2022
We know to master any skill, it takes practice. It may be Malcolm Gladwell's … [Read more...]
"Did I Do My Best To...." Posted on January, 2022
I'm a big fan of Marshall Goldsmith. One of the methods he uses to help people … [Read more...]
Empathy Is Insufficient! Posted on January, 2022
We know empathy is important in working with others, whether it's our customers, … [Read more...]
The "Heavy Lifting" In Buying And Selling Posted on January, 2022
Selling is difficult. We have to find opportunities for our products and … [Read more...]
It's A New Year, What Should We Be Asking Ourselves? Posted on January, 2022
It's a New Year. Somehow, even if we don't believe in New Year resolutions, we … [Read more...]
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