We know in complex B2B buying decisions, there are over 10 people involved in … [Read more...]
Category: Transformation
Category: Transformation
Focusing On The "Mobilizer" Is Not Enough!
"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...]
A Paradox, The Sales Process And The Buying Journey Posted on March, 2019
As sales professionals we face an intriguing paradox. We know, for complex B2B … [Read more...]
Strategic Procurement And Sales, On Parallel Paths Posted on March, 2019
Probably, ever since the first sale was made to a customer that involved a … [Read more...]
Turbulence And Fear Of Buying Posted on March, 2019
I spend too much of my life on planes. The other day was a rough flight, it was … [Read more...]
Sales Person As Sense Maker Posted on February, 2019
The world, both our customers and our own, is best characterized by turbulence. … [Read more...]
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