The majority of sales people, unfortunately are just peddlers---walking, talking … [Read more...]
Category: Transformation
Category: Transformation
What Problem Is Your Customer Really Trying To Solve?
What Do Our Customers "Owe" Us? Posted on April, 2019
Someone wrote to me, somewhat earnestly, "We need to know the buyer has our best … [Read more...]
Driving Growth Posted on April, 2019
Every executive I speak wants to see growth in their businesses. Growth drives … [Read more...]
Compressing Our Customer's Buying Process Posted on April, 2019
I read a post about influencing and accelerating our customers' buying … [Read more...]
Focusing On The "Mobilizer" Is Not Enough! Posted on April, 2019
We know in complex B2B buying decisions, there are over 10 people involved in … [Read more...]
"The Customer Is Incompetent!" Posted on April, 2019
In the past week, I've participated in two reviews where the sales person has … [Read more...]
What Are The Consequences Of Doing Nothing? Posted on March, 2019
What are the consequences of doing nothing/not changing? The answer to this … [Read more...]
Key To Great Customer Experience Posted on March, 2019
We know the importance of customer experience. Whether it's their buying … [Read more...]
Changing The Questions Posted on March, 2019
We know questions are critical to our success as sales people. Sadly, we ask … [Read more...]
Selling IS A Service Posted on March, 2019
It seems the world is migrating to an "As A Service" model. Everyday one hears … [Read more...]
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