Today, I participated in a pretty important Zoom meeting. It was an important … [Read more...]
Buyer Personas Are Not The Same, Even For The Same Persona!
Developing rich buyer personas is critical to helping us identify the key people … [Read more...]
Language, Words And Mindsets
We sales people have adopted a unique vocabulary about what we do and how we … [Read more...]
Our Customers’ Complicated Buying Journeys
Buying is complicated---we see all sorts of research confirming this. Whether … [Read more...]
Why Do Customers Buy?
Such a simple question, but too often, we don't really understand the answer to … [Read more...]
The Joy Of Selling
Why do we sell? Why do we choose a job that requires us to sell? Is it … [Read more...]
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