There's the old fable, "For the loss of a horseshoe, a Kingdom was lost." The … [Read more...]
Category: Transformation
Category: Transformation
"For The Loss Of A Horseshoe...."
We Don't Create Value By Discounting It! Posted on December, 2020
I was doing a deal review. We were in the final stages of closing a big deal. … [Read more...]
Your Customers Aren't Buying Your Product, So Why Do You Keep Selling It? Posted on December, 2020
I've been sitting in a lot of deal reviews recently. The clients are in varied … [Read more...]
"We Will Never Revert Back...." Posted on December, 2020
The pandemic and associated economic disruption has forced all of us to reinvent … [Read more...]
Chaos, Complexity, Predictable Revenue, Making "Big Moves" Posted on November, 2020
For the past decade, so many have sought to mechanize selling, creating … [Read more...]
Are You Curious About Who Your Customer Is? Posted on November, 2020
It seems odd to write a post for sales professionals (and unprofessionals), … [Read more...]
"Are We There Yet?" Posted on November, 2020
Recently, I was on a road trip. I knew where I needed to end up and what time I … [Read more...]
How Do Customers Prospect? Posted on October, 2020
Maybe it's just me, but have you experienced this hugely annoying trend---both … [Read more...]
A Next Gen Sales Methodology Posted on October, 2020
Recently, I wrote Which Sales Methodology, suggesting the 21 plus sales … [Read more...]
What's Driving Your Customer's Need To Buy? Posted on October, 2020
Understanding what's driving our customers to change, to address a new … [Read more...]
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