Right now, open up your CRM system. Go to the opportunity tab, look at your … [Read more...]
Category: Transformation
Category: Transformation
What Is The Customer Completing In Their Buying Journey?
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...]
Diversity Is Critical, And Not Just For The Reasons We Think! Posted on August, 2020
This is one of those posts that starts with an apology or a disclaimer. I … [Read more...]
The Future Of Selling, It's About People, Connecting In A Disconnected World Posted on August, 2020
I wrote, The Future Of Selling Isn't What You Think It Is. Basically, it was a … [Read more...]
The Future Of Selling, Not What You Think It Will Be Posted on August, 2020
There seems to be wide agreement that the pandemic and related economic and … [Read more...]
Helping Your Customers Succeed Posted on August, 2020
I got a LinkedIn message today from a great sales person. It was intended to be … [Read more...]
Five Months And Counting, An Update Posted on August, 2020
About 11:30 AM, on March 11, 2020 my plane touched down at John Wayne Airport. … [Read more...]
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