Too often, we think that because the customer isn't saying "No" to us, we assume … [Read more...]
Category: Transformation
Category: Transformation
Just Because Your Customer Isn't Saying "No".........
Who's Coaching Our Customers? Posted on September, 2021
Everyone needs coaching. I've spent a lot of time in this blog talking about … [Read more...]
Is Trust Sufficient? Posted on September, 2021
Colleen Francis is running a fascinating survey on LinkedIn. She's posed the … [Read more...]
Value Is Not A Destination Posted on September, 2021
Too often, when sales people talk about value, it seems it's some sort of fixed … [Read more...]
Are You Important To Your Customer? Posted on September, 2021
I have to admit, and apologize to a few folks, I lost it in a meeting … [Read more...]
Are We Having The Right Conversations? Posted on September, 2021
I was talking to a great sales person the other day. We've been talking for … [Read more...]
September 11, 2021 Posted on September, 2021
Today, we will read dozens of heartfelt remembrances of 20 years ago. I've … [Read more...]
Value Realization, Value Positioning, Value Creation Posted on September, 2021
As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
Value Is A Mystery..... Posted on August, 2021
Our websites are filled with content about our 'unique value propositions," … [Read more...]
"Selling Internally," Driving Transformation Posted on August, 2021
We tend to think differently about our behaviors in engaging customers and … [Read more...]
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