Too often, both we sales people and our customers confuse wants and needs. They … [Read more...]
Category: Transformation
Category: Transformation
Confusing Wants And Needs
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...]
Why Are They Buying? Posted on April, 2014
I've completed a few days of doing deal reviews with some really terrific sales … [Read more...]
Just Solve The Damn Problem! Posted on April, 2014
I was oddly amused and somewhat saddened observing a situation from the … [Read more...]
When Are We Going To Understand, It Really Isn't About The Product! Posted on March, 2014
Over the past few weeks, I've been on the road constantly, I think I've logged … [Read more...]
Rethinking Qualification, Has The Customer Qualified Themself? Posted on March, 2014
The other day, I wrote an article about, "How Much Do You Want To Spend?" The … [Read more...]
Does Your Customer Have A Plan? Posted on March, 2014
I recently wrote a post suggesting we "Stop Giving Customers Choices!" It's … [Read more...]
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