Our websites are filled with content about our 'unique value propositions," … [Read more...]
Category: Transformation
Category: Transformation
Value Is A Mystery.....
"Selling Internally," Driving Transformation Posted on August, 2021
We tend to think differently about our behaviors in engaging customers and … [Read more...]
The Tedium Of Change Posted on August, 2021
Change is a popular topic. Simultaneously, we celebrate, embrace, resist, and … [Read more...]
The Future Of Work Is Not About Where We Work From Posted on August, 2021
I am probably sounding like a broken record. I apologize, but I think we are … [Read more...]
Virtual Selling Is Not The Future Of Sales! Part 1 Posted on August, 2021
As we emerge from the pandemic, there are a lot of discussions about the future … [Read more...]
Who Is OUR Buyer? Posted on August, 2021
People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are … [Read more...]
What's Your Ideal Customer Profile Posted on August, 2021
Not every customer is "our" customer or even a potential customer. It's common … [Read more...]
What If They Aren't Looking? Posted on July, 2021
We know that customers are moving increasingly to a digital buying journey, … [Read more...]
Buying Is Broken, What's This Mean For Selling? Posted on July, 2021
It’s so intriguing, we see our customers and prospects struggling with buying. … [Read more...]
Thinking About Objections Posted on June, 2021
Sales people have always had a bit of a weird mindset on objections. We do … [Read more...]
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