Sometimes when we lift our heads up and look outside our day to day work, our … [Read more...]
Category: Transformation
Category: Transformation
Imitation May Be The Sincerest Form Of Flattery, But It Sucks As A Business Strategy
"Seek first to understand..... Posted on March, 2021
One of the most important things a sales person can do with her customer is to … [Read more...]
Is "Helping Our Customers" Incompatible With Selling? Posted on March, 2021
Recently, I've been reading a series of discussions debating the concept, "Can … [Read more...]
If Buyers Are Failing, Sales Can't Succeed Posted on March, 2021
Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better … [Read more...]
Our Questions Are Important To Us, But Do They Get At What The Customer Needs To Express? Posted on March, 2021
The questions we ask shape the responses we get. Too often, our questions, … [Read more...]
Figuring Things Out! Posted on March, 2021
Sadly, the trend in developing sales people skills is toward a higher level of … [Read more...]
"One Size Fits All....." Posted on February, 2021
Each of our customers' strategies, goals, priorities, culture, and values are … [Read more...]
Buying/Selling Vs Buyer/Seller Posted on February, 2021
Recently, I've been trying to shift my own thinking and vocabulary about buying … [Read more...]
Making Sense Of Sensemaking Posted on February, 2021
I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for … [Read more...]
Being Helpful To Customers Posted on February, 2021
Increasingly, we are learning the key to our success, as sales people, is to be … [Read more...]
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