Understanding what's driving our customers to change, to address a new … [Read more...]
Category: Transformation
Category: Transformation
What's Driving Your Customer's Need To Buy?
Removing Obstacles! Posted on October, 2020
When you look at the job of the sales person or that of the manager, at it's … [Read more...]
The "Silver Lining" Behind What We Are Experiencing Posted on October, 2020
In the past 6+ months, the world has turned upside down. We have never faced … [Read more...]
Who Are You Learning From? Posted on October, 2020
Yeah, I know I'm dating myself, but I'd like to paraphrase a line from the 1980 … [Read more...]
What Is The Customer Completing In Their Buying Journey? Posted on October, 2020
Right now, open up your CRM system. Go to the opportunity tab, look at your … [Read more...]
Does Your Customer Understand Their "Why?" Posted on September, 2020
When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
Don't Get Distracted By What You Sell! Posted on September, 2020
I was having a conversation with a very good sales person. We were speaking … [Read more...]
Thinking About Diversity And Inclusion Posted on September, 2020
Recently, the NY Times had a fascinating article: "Faces Of Power, 80% Are … [Read more...]
Getting Rid Of The "Value Proposition" Posted on September, 2020
I found myself talking about a "Value Proposition." It caused me to pause, … [Read more...]
Diversity Is Critical, And Not Just For The Reasons We Think! Posted on August, 2020
This is one of those posts that starts with an apology or a disclaimer. I … [Read more...]
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