We still have very antiquated views of our "value proposition." Most of the … [Read more...]
Category: Transformation
Category: Transformation
You Are Your Company's "Value Proposition"
What Buyers Need From Sellers Posted on March, 2024
Just as selling has evolved, buying has evolved--but differently. Too often, … [Read more...]
Do You Suffer From "Selling Bad Breath" Posted on March, 2024
"Selling Bad Breath" repulses the people we are trying to reach. Somehow when we … [Read more...]
Rediscovering "Discovery" Posted on February, 2024
"Discovery" has been an important part of the sales process ever since I started … [Read more...]
Settling For What We Get, Rather Than Getting What We Want...... Posted on February, 2024
I read a fascinating article about the response rates for a variety of outbound … [Read more...]
Are You a V1.0 Seller In a V3.7 World Posted on February, 2024
I had a frustrating evening. My mom has a very old Iphone. She wanted to get … [Read more...]
Do Your Customers Feel Heard? Posted on February, 2024
We are driven to pitch our products and solutions. Our questioning and … [Read more...]
We Know The Answers, But Do We Know What They Mean? Posted on February, 2024
We have all sorts of technologies that give us the "answers." ChatGPT can … [Read more...]
Making Things Tougher Than Need Be Posted on January, 2024
Let's play a thought experiment. Imagine you are the CRO, possibly the CEO of a … [Read more...]
"You Started This Conversation, Why Can't You Hold Up Your End Of It....?" Posted on January, 2024
It was a provocative outreach. The seller identified an issue he thought was … [Read more...]
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