Not long ago, I was speaking with the executive team of a fairly large company. … [Read more...]
Salespeople, The Help You Are Giving Your Customers Isn’t Very Helpful!
Hopefully, most sales people recognize they create more value when they are … [Read more...]
Do We Really Want Our Sales People To Be Value Creators?
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
The Digital Buying Journey Is Very Human
We see tremendous research on the digital buying journey. We know customers … [Read more...]
On Questions And Questioning
Questions are probably one of the most critical tools for sales people and all … [Read more...]
The Pandemic, What Buyers Discovered
As sellers, the pandemic has forced us to rethink our work and how we engage our … [Read more...]
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