What sellers do is drive customers to change. Whether it's a change effort … [Read more...]
Category: Transformation
Category: Transformation
Why Should We Expect Our Customers To Change?
54% Of Buying Journeys Fail! Posted on February, 2022
This data point has persisted for at least 10 years. Perhaps, if updated, it … [Read more...]
Driving Innovation In Selling Posted on February, 2022
How do we innovate in selling? How do we change, adapt new methods, approaches, … [Read more...]
Questions I'm Thinking About Posted on January, 2022
It's customary, on the final day of the year, to set some goals, resolutions. … [Read more...]
Our Customers Don't Know How To Buy, Are We Helping Them Learn? Posted on January, 2022
While it's some years old, we all know the "spaghetti chart," from Gartner. As … [Read more...]
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...]
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