Teaching our customers is a cornerstone of Challenger, Insight Selling, and just … [Read more...]
Category: Transformation
Category: Transformation
Before We Can "Teach" Our Customers, We Have To First Learn From Them
The Questions We Are Afraid To Ask Posted on July, 2014
I wrote, If You Were In Your Customer's Shoes, What Would You Do? Gary Hart … [Read more...]
If You Were In Your Customer's Shoes, What Would You Do? Posted on July, 2014
Some time ago, I was doing a deal review with a great sales team. They were … [Read more...]
Stop Reading Books/Blogs On Selling! Posted on June, 2014
Before many of my friends who've written quite outstanding books/blogs on … [Read more...]
Financial Literacy---Critical For Sales Posted on June, 2014
Financial literacy is critical for sales success. We have to be able to … [Read more...]
Principles Of Sales Part 3-Selling Is About Change Posted on June, 2014
I'll continue to expand my discussion of The Not So New Principles Of Sales, … [Read more...]
Sales Training And Human Interaction Posted on June, 2014
Annually, billions are invested in sales skills training. On top of that, … [Read more...]
Insight, The Convergence Of Strategies Posted on June, 2014
Insight has become the buzzword for engaging today's buyers. We are supposed to … [Read more...]
Buying Happens In The Absence Of Selling Posted on May, 2014
In my post, Principles Of Sales, Part 1, Interactions Between People, Brian … [Read more...]
Agile Sellers Always Have A Plan---And A Plan B..... Posted on May, 2014
Consistent top performers, Agile Sellers, always have a plan and focus on the … [Read more...]
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