I can already picture half the readers. Raising their eyebrows, perhaps rolling … [Read more...]
Category: Transformation
Category: Transformation
Why Do People Buy?
Who Is Your Customer? Posted on September, 2018
One of the single most important concepts in marketing and sales is the "Ideal … [Read more...]
Why Are They Buying? Posted on August, 2018
I was sitting in yet another deal review. The sales person was describing the … [Read more...]
Solution Buying....... Posted on July, 2018
Silly me, I always thought we were supposed to sell solutions. That is, as … [Read more...]
Buyer Efficiency Posted on July, 2018
There are thousands of posts, hundreds of tools, hundreds of books focusing on … [Read more...]
Hearing What We Don't Want To Hear Is Critical Posted on July, 2018
It seems, as human beings, we are increasingly less open to hearing differing … [Read more...]
The Servant Sales Person Posted on July, 2018
Yeah, I know what the immediate reaction to the title of this post will … [Read more...]
The Problem With "USPs," They Aren't Unique Posted on June, 2018
The Unique Selling Proposition is a cornerstone to much of what we do in … [Read more...]
What If Sales Enablement Is A "Rotational Assignment?" Posted on June, 2018
I always hate starting a post with a pile of disclaimers. In some of my recent … [Read more...]
Micro-Improvements, An Update Posted on May, 2018
About 6 months ago, I became obsessed with both the concept and power of making … [Read more...]
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