Account planning is important, it's fundamental to growing our value and … [Read more...]
Category: Transformation
Category: Transformation
It's Account Planning Season, Again
Predictable Buying Posted on November, 2019
We spend lots of time and money trying to create predictable revenue, increasing … [Read more...]
Sales Is All About Relationships Posted on October, 2019
Sales IS about relationships. This truism is often parroted, but too often, has … [Read more...]
Great Selling Is Not Something We Do To Customers Posted on October, 2019
As usual, I got embroiled in a LinkedIn conversation on selling. What sucked me … [Read more...]
Deal Strategies, Helping The Customer Buy Posted on October, 2019
Recently I wrote, "What If We Kept The Target Close Date Sacred?" It focused on … [Read more...]
We Don't Lose Because Of What We Sell! Posted on October, 2019
Sit down with most sales people doing a loss review. The majority of the … [Read more...]
FUD Meets FOMO Posted on September, 2019
We and our customers live in worlds of paradox, uncertainty, confusion, … [Read more...]
Buying Is About The Customer Achieving Better Outcomes Posted on September, 2019
I was reading a LinkedIn discussion thread, it started with a premise that … [Read more...]
Please Hire My Solution Posted on August, 2019
Think of the last time you were looking for a job, or being interviewed for a … [Read more...]
The Power Of "Doing Things With....." Posted on August, 2019
Words are important, with the change of a single word, we often change our … [Read more...]
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