As sales professionals, we are responsible for driving revenue growth for our … [Read more...]
Is “Helping Our Customers” Incompatible With Selling?
Recently, I've been reading a series of discussions debating the concept, "Can … [Read more...]
Whose Deal Is This?
Who in the sales organization owns the responsibility for a deal? Who is … [Read more...]
If Buyers Are Failing, Sales Can’t Succeed
Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better … [Read more...]
Our Questions Are Important To Us, But Do They Get At What The Customer Needs To Express?
The questions we ask shape the responses we get. Too often, our questions, … [Read more...]
How Do We Win?
Participating in deal reviews, I often ask the question, "How do we win?" The … [Read more...]
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