I was involved in a discussion with a team on a very large opportunity. It … [Read more...]
Category: Transformation
Category: Transformation
Your Competition Isn't Who You Think It Is
It's Not The Customer's Job To Figure Out How You Help! Posted on July, 2020
I am looking for some software tools to help our team. After listening to about … [Read more...]
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...]
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