I am looking for some software tools to help our team. After listening to about … [Read more...]
Category: Transformation
Category: Transformation
It's Not The Customer's Job To Figure Out How You Help!
On Virtual Buying Posted on July, 2020
Zoom, Teams, Webex seem to rule our professional and even our private lives. We … [Read more...]
The Risky Path Forward Posted on July, 2020
Our collective worlds have been disrupted and changed forever. Whether it's how … [Read more...]
Why Change? Posted on June, 2020
The salesperson was getting frustrated. We were doing a deal review. It was a … [Read more...]
Longing For "Getting Back To Normal" Posted on June, 2020
So much of what I hear and read focuses on "getting back to normal," or "the … [Read more...]
What Market Narrative Are You Shaping To Help Your Customers? Posted on May, 2020
The pandemic is impacting everyone and everything in profound ways. Few of us … [Read more...]
Who Is Your Customer? Posted on May, 2020
Knowing our customers, focusing on defining who they are, what they are trying … [Read more...]
"I'm Selling As Hard As I Can, Why Aren't You Buying?" Posted on May, 2020
The universal lament of sales people is, "Why aren't my customers buying? I'm … [Read more...]
Pandemic Prospecting Posted on April, 2020
I don't mean to be insensitive to the challenges we all face in dealing with the … [Read more...]
What Do Our Customers Care About Now? Posted on April, 2020
We are experiencing the mother of all "trigger events." No company, no … [Read more...]
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