It's become common "wisdom" that we have to align align our sales process with … [Read more...]
Category: Transformation
Category: Transformation
Do Customers Really Have A Buying Process?
Clinging To The Past Posted on November, 2017
Both we and our customers struggle with change. Think, for a moment, how many … [Read more...]
Effectiveness And Efficiency Are Not Natural, But They Are Learnable Posted on November, 2017
Every organization continues to focus on how to drive the highest levels of … [Read more...]
Sales Agility And Adaptability Posted on November, 2017
A few of us have been having a conversation about whether adaptability and … [Read more...]
Digital Sales Transformation In A Customer First World Posted on November, 2017
The Digitization Of Business impacts every business and virtually individual in … [Read more...]
Do Customers Really Want A Frictionless Buying Experience? Posted on November, 2017
It seems to be fashionable to talk about creating "frictionless buying … [Read more...]
It's Not About What Or How We Sell..... Posted on October, 2017
How we define a problem inevitably constrains our solutions to the problem. … [Read more...]
How Are You Different? Posted on October, 2017
I'm constantly amazed at the "sameness" of the majority of the prospecting I … [Read more...]
Is Social Selling Missing The Digital Revolution? Posted on October, 2017
Step back a little more than a century as electricity was being commercialized. … [Read more...]
Guiding Our Customers On The Wrong Buying Journey Posted on October, 2017
I have to start this post with a story. I'm an obsessed reader. At least once … [Read more...]
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