Recently, I wrote Which Sales Methodology, suggesting the 21 plus sales … [Read more...]
Category: Transformation
Category: Transformation
A Next Gen Sales Methodology
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...]
Removing Obstacles! Posted on October, 2020
When you look at the job of the sales person or that of the manager, at it's … [Read more...]
The "Silver Lining" Behind What We Are Experiencing Posted on October, 2020
In the past 6+ months, the world has turned upside down. We have never faced … [Read more...]
Who Are You Learning From? Posted on October, 2020
Yeah, I know I'm dating myself, but I'd like to paraphrase a line from the 1980 … [Read more...]
What Is The Customer Completing In Their Buying Journey? Posted on October, 2020
Right now, open up your CRM system. Go to the opportunity tab, look at your … [Read more...]
Does Your Customer Understand Their "Why?" Posted on September, 2020
When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
Don't Get Distracted By What You Sell! Posted on September, 2020
I was having a conversation with a very good sales person. We were speaking … [Read more...]
Thinking About Diversity And Inclusion Posted on September, 2020
Recently, the NY Times had a fascinating article: "Faces Of Power, 80% Are … [Read more...]
Getting Rid Of The "Value Proposition" Posted on September, 2020
I found myself talking about a "Value Proposition." It caused me to pause, … [Read more...]
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