The moon must be in a certain phase. All the prospecting calls I've been … [Read more...]
Category: Transformation
Category: Transformation
What Do You Do For Your Customers, Not What Do You Do!
Customers And Sales, We Need Each Other! Posted on May, 2017
If I were to assess the worlds of buying and selling through much of what I … [Read more...]
Business Simplification--The Number 1 Job Of Sales Enablement Posted on April, 2017
Most people talking about the Sales Enablement function agree the goal of Sales … [Read more...]
Optimizing Part Of The Selling Function, Sub-Optimizing The Whole Posted on March, 2017
Recently. I read an article in which the position was put forth, "Inside sales … [Read more...]
Understanding Our Customers' Experiences Posted on March, 2017
We're doing some renovations in our home. These include changes in the Master … [Read more...]
The Greatest Disservice We Can Do To Our Customers, Waiting For Them To Buy! Posted on March, 2017
There are just too many stupid conversations about the digitally savvy customer … [Read more...]
Not Knowing What We Don't Know Posted on March, 2017
Too often, both our work and that of our customers focuses on learning or … [Read more...]
Enabling Customers To Take The Actions We Want? Posted on March, 2017
I just read an article, one sentence struck me, "Value is created when you … [Read more...]
Make Buying Easier! Posted on February, 2017
As sales people, we want to make it easy for our customers to buy. We have … [Read more...]
Why Do We Sell? Posted on February, 2017
Some may be wondering about the "existential" nature of this title. Some may be … [Read more...]
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