Over the weekend, my wife and I had the opportunity to go to a couple of … [Read more...]
Category: Transformation
Category: Transformation
Great Selling Is Like Great Music
"Customer Propensity To Buy" Posted on May, 2019
For those people deep into analytics and understanding (usually) consumer buying … [Read more...]
Begin With The End In Mind Posted on May, 2019
Stephen Covey's famous 2nd Habit is: "Begin with the end in mind!" It's … [Read more...]
How Interested In Your Customer Are You? Posted on May, 2019
It was one of those big opportunities. It would make or break the following … [Read more...]
A Day In The Lives Of Our Customers Posted on May, 2019
What does a day in the life of your typical customer look like? What's it like … [Read more...]
What Problem Is Your Customer Really Trying To Solve? Posted on April, 2019
The majority of sales people, unfortunately are just peddlers---walking, talking … [Read more...]
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...]
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