There are a few people I follow that always make me think. Andy Paul is one of … [Read more...]
Category: Transformation
Category: Transformation
"What We Do Is Not Complicated"
The Buyer's Journey, One Step At A Time Posted on January, 2019
Most sales people focus on the outcome of the deal. They want to get to the … [Read more...]
Doing What We've Always Done, When Everything Else Has Changed Posted on January, 2019
I'm constantly amazed conversations I have with otherwise smart people. … [Read more...]
Are You Selling Your Experience Or Your Value?* Posted on January, 2019
Too often, we confuse our experience with creating value. While they are … [Read more...]
Starting With A Blank Sheet Of Paper Posted on January, 2019
I'd like to go through a thought experiment. You can play along, take out a … [Read more...]
What's The Customer Business Problem? Posted on January, 2019
My friend, Tim Ohai, made an interesting statement, "Sadly many sales people … [Read more...]
Focus On The Customer Need To Buy Posted on January, 2019
The big problem sales people have is their obsessive focus on their need to … [Read more...]
Zero-Based Sales Planning Posted on December, 2018
As we start a new year, perhaps your plans are locked in. But perhaps there is … [Read more...]
What We Think Of Our Customers Colors Our Engagement Posted on December, 2018
Someone called seeking coaching on a specific deal. He had fallen into … [Read more...]
Start/Stop/Pivot/Restart Sales Strategies Posted on December, 2018
Sales, as with most things, is something that demands regularity in execution. … [Read more...]
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