Not long ago, I got a call from a frustrated sales person. He had a huge … [Read more...]
Category: Transformation
Category: Transformation
Your Customers Have Problems, But Do They Know?
Drive Sales With Product Knowledge, Drive More With Customer Problem Knowledge! Posted on July, 2016
I read an article entitled, "Drive Sales With Product Knowledge." It was a good … [Read more...]
Building Your Personal Brand Posted on July, 2016
There's a lot written about building Personal Brands. A lot of the discussion … [Read more...]
Help Your Customers Do Something More Important! Posted on July, 2016
All of us want to be selling products and services that are mission critical for … [Read more...]
Mastering Your Value Proposition Posted on July, 2016
Not long ago, I had the pleasure of speaking with Will Barron of Salesman Red … [Read more...]
What's The Most Important Customer Question Sales People Probably Can't Answer? Posted on June, 2016
We equip our sales teams with the ability to answer any question customers might … [Read more...]
Shepherding Our Customers Through The Buying Journey Posted on June, 2016
Over the past several months, Hank Barnes and I have had periodic discussions … [Read more...]
"Our Product Is Better Than Theirs" -- A Losing Strategy Posted on June, 2016
The other day, I was having breakfast with a frustrated executive. He had just … [Read more...]
There Is Only One Answer Posted on June, 2016
I get emails everyday from people seeking answers. Likewise, I read dozens of … [Read more...]
Doing The Deal Or Solving The Problem Posted on May, 2016
I wrote Solving Our Customers' Problems several days ago. My friend Martin … [Read more...]
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