As sales people, we know we have to engage our customers in disruptive … [Read more...]
Category: Transformation
Category: Transformation
Helping Your Customer "Connect The Dots"
"Tell Me About Your Business Pain...." Posted on November, 2015
"Tell Me About Your Business Pain....." We all recognize this, or it's variants … [Read more...]
Sales Acceleration, Andy Paul Interviews Dave Brock Posted on October, 2015
I had the pleasure of talking to Andy Paul about Sales Acceleration. … [Read more...]
Stop Helping The Customer Buy! Posted on October, 2015
Surprisingly, I've received more comments, questions, and pushback on my Solving … [Read more...]
Solving The Customer's Problem Posted on October, 2015
Yesterday, I had one of those "Aha" moments. I realized that much of what I've … [Read more...]
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...]
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