This post is a departure from my normal diatribes on sales, leadership, business … [Read more...]
Category: Transformation
Category: Transformation
"The Times, They Are 'A-Changing..."
Buying Is About People, Why Isn't Selling? Posted on March, 2020
Buying is about people. They are part of organizations and teams. They are … [Read more...]
We Have "Customer Intelligence," But Little Intelligent Selling/Marketing Posted on February, 2020
I'm sorry for whining, perhaps I got up on the wrong side of the bed. Lately, … [Read more...]
Understanding Customer Pain Points Posted on February, 2020
This morning, I had a conversation with an entrepreneur. He was building the … [Read more...]
What About Your Customer's Customer? Posted on January, 2020
All of our customers have customers of their own, though they may not recognize … [Read more...]
"What Problem Is The Customer Trying To Solve?" Posted on January, 2020
Pause for a moment. Look at your qualified pipeline. Start at the … [Read more...]
Confusing Simplification With Simplistic Posted on December, 2019
Both we, our customers, our markets, our worlds are getting more and more … [Read more...]
How Does Your Customer Make Money? Posted on December, 2019
Can you answer the question, "How does you customer make money?" By that, I … [Read more...]
FUD-Fear, Uncertainty, Doubt Posted on December, 2019
FUD has been an element, unfortunately, of sales and selling probably since the … [Read more...]
It's Account Planning Season, Again Posted on November, 2019
Account planning is important, it's fundamental to growing our value and … [Read more...]
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