Not long ago, I had the pleasure of speaking with Will Barron of Salesman Red … [Read more...]
Category: Transformation
Category: Transformation
Mastering Your Value Proposition
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...]
Solving Our Customers' Problems Posted on May, 2016
At its essence, sales is about finding customers who have problems we can solve, … [Read more...]
Please Stop Insisting We Have A Problem Posted on May, 2016
I really appreciate sales people who bring us new insights about things … [Read more...]
Your Value Proposition Isn't What You Say Posted on May, 2016
I'm amazed at the number of sales people that continue to think their value … [Read more...]
Complex Or Simple Buying Process Posted on April, 2016
Over the past few months, I've been reviewing a lot of my thinking about … [Read more...]
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