As sales professionals, we are supposed to be masters of effective … [Read more...]
Category: Transformation
How Do You Know If The Customer "Knows?"
Customers Don't Know What They Don't Know Posted on October, 2011
Where do we find new deals? How do we get customers energnized about the deals … [Read more...]
Wishful Thinking And Intent Posted on October, 2011
Wishful thinking and intent can look a lot like the same thing. They are … [Read more...]
Sales Transformation--Without The Customer Posted on October, 2011
The other day I was reading a very thoughtful piece, from someone I respect. It … [Read more...]
Who Are You Building Your "Customer Experience" For? Posted on September, 2011
Customer experience is a hot topic. There's lots of activity with companies … [Read more...]
Do We Really Want To Provide Customers Added Value? Posted on September, 2011
I've been wondering a lot about added value recently. We all talk about it, … [Read more...]
What Are You Worth To Your Customer? Posted on September, 2011
Today, Anthony Iannarino and I had a discussion on Focus.com on the Perils of … [Read more...]
What If You Sold What Customers Wanted To Buy? Posted on September, 2011
We know what we want to sell. We've ben trained, we have all our brochures and … [Read more...]
Will You Let Me Buy, Rather Than Trying To Sell To Me! Posted on September, 2011
Today, I was doing some research on upgrading a product I currently used. I … [Read more...]
Strategic Thinking, Getting The Big Picture Posted on August, 2011
I've been participating in an interesting conversation at Focus.com--- "What are … [Read more...]
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