As sales people, our focus is to convince the customer to buy our solution. We … [Read more...]
Category: Transformation
Category: Transformation
Deciding What To Buy Is Often The Easiest Part
Customers Lie, And They Are Stupid Too! Posted on February, 2014
There are not many things that cause me to come unglued. But there are two that … [Read more...]
In Defense Of Transactional Buying Posted on January, 2014
It's not often I disagree with my friend, Anthony Iannarino, but he recently … [Read more...]
What's Your Customer Ready To Do? Posted on January, 2014
I read an interesting post last week. It focused on the importance for sales … [Read more...]
Insight, Clarity, Execution Posted on January, 2014
We all struggle to change, to do new things, to grow, to implement new … [Read more...]
Insight, Influence, Value Creation, Trust...... Posted on December, 2013
In simplifying our communications, we tend to isolate topics. It's easier to … [Read more...]
What Value Have You Created This Year? Posted on December, 2013
It's December, we're all caught up in a frenzy of activity---closing those … [Read more...]
Technology Is Wonderful, But...... Posted on November, 2013
I spent much of last week at Dreamforce. Before I go on, if you've never … [Read more...]
Constructing Insight Posted on November, 2013
Thanks to my friend Brian MacIver for his brilliant phrasing on this critical … [Read more...]
Insight Without Action Is Just Idle Chatter! Posted on November, 2013
Today, we are all trying to engage our customers with Insight. But so much of … [Read more...]
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