It's always terrible to start a blog post with a disclaimer. It's great to have … [Read more...]
Category: Transformation
Category: Transformation
The Lost Opportunity Of Focusing On Customers With "Needs"
The Customer Doesn't Care About Your Number! Posted on August, 2016
It happens to all of us. We need to make our number. Quarter end is … [Read more...]
Why Do We Continue To Get The Basics Of Value So Wrong? Posted on August, 2016
Hopefully, any person in a sales role knows the importance of value--whatever … [Read more...]
We Can Only Create Value With The Customer, Not For The Customer Posted on August, 2016
For regular readers, you probably are wondering, I've long talked about the … [Read more...]
What's The Customer's "Whole Problem" Posted on August, 2016
Our focus, naturally, is on what we sell. More accurately, it's on what … [Read more...]
Putting Aside Our Agenda For The Customer's Posted on July, 2016
Gary Peyrot asked a great question recently, He had read, "What Would Happen If … [Read more...]
Your Customers Have Problems, But Do They Know? Posted on July, 2016
Not long ago, I got a call from a frustrated sales person. He had a huge … [Read more...]
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...]
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