Growing up, I always thought of being a scientist/engineer. I learned that … [Read more...]
Category: Transformation
Category: Transformation
The Not So New Principles Of Sales
Insight, It's Not Just For Customers! Posted on May, 2014
Over the past 3 years, Insight has been one of the top discussion issues for … [Read more...]
"....And This Is What It Means To You" Posted on May, 2014
Insight is all the rage. We've rediscovered the concept of teaching our … [Read more...]
How Do You Help Your Customers Make Money? Posted on May, 2014
Ultimately, in every B2B sales conversation, we have to answer one question, … [Read more...]
Who Are We Building Relationships With? Posted on May, 2014
As sales people, we know relationships are important. I hear comments all the … [Read more...]
Confusing Wants And Needs Posted on April, 2014
Too often, both we sales people and our customers confuse wants and needs. They … [Read more...]
How Do They Buy? Posted on April, 2014
I write constantly about the buying process, understanding how customers buy, … [Read more...]
Salesperson As Entrepreneur Posted on April, 2014
When you think about it, sales people have an awesome amount of freedom--but … [Read more...]
Unique, Differentiated? But Are You Relevant? Posted on April, 2014
It's critical that we differentiate our offerings and solutions from the … [Read more...]
Scroll Factor And Problem Solving Posted on April, 2014
Email is such a powerful tool for communicating. Properly used, it can really … [Read more...]
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