When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
Category: Transformation
Category: Transformation
Does Your Customer Understand Their "Why?"
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...]
What's Important To Your Customer? Posted on August, 2020
We know our solutions have to create value for our customers. The challenge, … [Read more...]
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