As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]
Category: Transformation
Category: Transformation
Do You Really Understand Your Customer's Goals?
It's The Customer's Responsibility To Buy! Posted on October, 2012
As sales people, we take our responsibility to sell very seriously--sometimes … [Read more...]
Teaching Our Customers Posted on October, 2012
There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]
Making Progress, What Do We Talk About Next? Posted on October, 2012
So you've finally qualified a deal, you have something real to compete for, an … [Read more...]
Changing Our Vocabularies! Posted on September, 2012
The words we use betray our thinking and focus. How we express ourselves shows … [Read more...]
Building Your Sweet Spot Posted on September, 2012
In my post, Focus On Your Sweet Spot, I spoke of the importance of developing a … [Read more...]
Are You Building Coalitions With Your Customers? Posted on August, 2012
As sales professionals, we're supposed to be great at building relationships … [Read more...]
Change, When Will We Put It Behind Us!?!@#!? Posted on August, 2012
About a week ago, I participated in a conversation with a group of frustrated … [Read more...]
Getting Close To The Customer, It's About Mobility Posted on August, 2012
One of the key goals of customer centric organizations is "Getting Close To The … [Read more...]
The Bar Is Being Raised For Both Buyer And Seller Posted on August, 2012
"More has changed in buying and selling in the past 5 years than in all prior … [Read more...]
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