Data has always been a little problematic. Too often, we find the data that … [Read more...]
Category: Transformation
Category: Transformation
The Problem With The Data....
"The Joy Of Selling...," Have We Lost It? Posted on October, 2021
As a preface, my friend, Hank Barnes, wrote me saying he and several others are … [Read more...]
Who Is Your Customer? Posted on October, 2021
Do you know who your customer is? More importantly, do you know who your … [Read more...]
Is This Problem Important For Your Customer To Solve? Posted on September, 2021
We struggle to get in front of customers, to find opportunities, to nurture them … [Read more...]
Moving From Information Scarcity To Abundance Posted on September, 2021
In the "good old days," perhaps 10+ years ago, salespeople were the primary … [Read more...]
Moving From Product Features To Insight Posted on September, 2021
Recently, I was doing a workshop with a really great sales team. We were … [Read more...]
Just Because Your Customer Isn't Saying "No"......... Posted on September, 2021
Too often, we think that because the customer isn't saying "No" to us, we assume … [Read more...]
Who's Coaching Our Customers? Posted on September, 2021
Everyone needs coaching. I've spent a lot of time in this blog talking about … [Read more...]
Is Trust Sufficient? Posted on September, 2021
Colleen Francis is running a fascinating survey on LinkedIn. She's posed the … [Read more...]
Value Is Not A Destination Posted on September, 2021
Too often, when sales people talk about value, it seems it's some sort of fixed … [Read more...]
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