Yesterday, I had one of those "Aha" moments. I realized that much of what I've … [Read more...]
Category: Transformation
Category: Transformation
Solving The Customer's Problem
What If The Customer Doesn't Know Their Buying Process? Posted on October, 2015
We all know the customer's buying process is more important than our selling … [Read more...]
"We Can't Justify Your Price......" Posted on October, 2015
We were debriefing a closing call. Bill's solution had been selected. Bill had … [Read more...]
Are You Aligned With Where Your Customer Is In Their Buying Process? Posted on October, 2015
A friend called me for advice today. He's a great sales person, a big deal … [Read more...]
Provocation Or Obnoxiousness? Posted on September, 2015
The concept of provoking our customers, getting them to think about their … [Read more...]
"A Butterfly Lands On A Leaf In A Brazilian Rainforest......." Posted on September, 2015
I have to beg your indulgence on this article. It's an article about predictive … [Read more...]
The Challenger Customer Posted on September, 2015
Several months ago, my friends at the CEB sent me a review copy of The … [Read more...]
The Intersection Of Seth Godin And Challenger And Insight Driven Sales Posted on September, 2015
For some time, I've had the famous Jack Nicholson/Tom Cruise scene in "A Few … [Read more...]
Customer "Decision-Making Readiness" As A Qualifier Posted on September, 2015
We've all read the data about increases in "No Decision Made." In the new, The … [Read more...]
"Herding Customers" Through Complex Buying Processes Posted on September, 2015
I'm the proud "parent" of two cats, Sammy and Harley. As with most cats, they … [Read more...]
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