We know customers want to us to engage them differently. There's all sorts of … [Read more...]
Category: Transformation
Category: Transformation
When Are We Going To Integrate Sales And Marketing?
Before We Can "Teach" Our Customers, We Have To First Learn From Them Posted on July, 2014
Teaching our customers is a cornerstone of Challenger, Insight Selling, and just … [Read more...]
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...]
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