Recently, I was in a discussion with a group of outstanding sales people. They … [Read more...]
Category: Transformation
Category: Transformation
Our Customers Don't Know What They Don't Know
Are You Engaging The Real Customers? Posted on July, 2020
I was doing a series of deal reviews--not unlike most of the deal reviews I do. … [Read more...]
Changing Our Mindsets Posted on July, 2020
Our mindset impacts how we think of and engage our customers. It impacts both … [Read more...]
"Begin With The End In Mind...." Posted on July, 2020
The second habit in Stephen Covey's classic, The Seven Habit Of Highly Effective … [Read more...]
Your Competition Isn't Who You Think It Is Posted on July, 2020
I was involved in a discussion with a team on a very large opportunity. It … [Read more...]
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...]
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