Too often, we think of the customer's buying process as something that, once we … [Read more...]
Category: Transformation
Category: Transformation
The "Squishy" Buying Cycle
Sales And Procurement, Racing Toward Each Other Posted on August, 2013
As sales and marketing professionals, we're consumed with the change in our … [Read more...]
What Do Your Customers Do? Posted on August, 2013
As sales professionals, we're supposed to really understand our customers-their … [Read more...]
Complicated Things Versus Complicating Things Posted on August, 2013
Without a doubt, our personal and business worlds are complicated--and getting … [Read more...]
Are You Worth Your Customer's Time? Posted on August, 2013
As sales people, we are always concerned with out time. We can't afford to … [Read more...]
Is Added Value Really Value Add? Posted on August, 2013
Added Value has always been an important idea in at least my sales career. It … [Read more...]
Do You Really Know Your Sweet Spot? Posted on August, 2013
Maximizing sales success, market penetration, and growth requires knowing your … [Read more...]
What Do Reductionism And Machine Design Have To Do With Selling And Buying? Posted on August, 2013
It's probably hard to conceive of a sales guy, like me, using a multi-syllabic … [Read more...]
The Essence Of Selling Posted on August, 2013
A thoughtful commenter recently started a comment with, "The essence of … [Read more...]
What Is Your Customer Trying To Achieve? Posted on August, 2013
Too often, both we and our customers get so caught up in activities that we lose … [Read more...]
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