Zoom, Teams, Webex seem to rule our professional and even our private lives. We … [Read more...]
Category: Transformation
Category: Transformation
On Virtual Buying
The Risky Path Forward Posted on July, 2020
Our collective worlds have been disrupted and changed forever. Whether it's how … [Read more...]
Why Change? Posted on June, 2020
The salesperson was getting frustrated. We were doing a deal review. It was a … [Read more...]
Longing For "Getting Back To Normal" Posted on June, 2020
So much of what I hear and read focuses on "getting back to normal," or "the … [Read more...]
What Market Narrative Are You Shaping To Help Your Customers? Posted on May, 2020
The pandemic is impacting everyone and everything in profound ways. Few of us … [Read more...]
Who Is Your Customer? Posted on May, 2020
Knowing our customers, focusing on defining who they are, what they are trying … [Read more...]
"I'm Selling As Hard As I Can, Why Aren't You Buying?" Posted on May, 2020
The universal lament of sales people is, "Why aren't my customers buying? I'm … [Read more...]
Pandemic Prospecting Posted on April, 2020
I don't mean to be insensitive to the challenges we all face in dealing with the … [Read more...]
What Do Our Customers Care About Now? Posted on April, 2020
We are experiencing the mother of all "trigger events." No company, no … [Read more...]
What's Next, Moving Forward Posted on April, 2020
We are still in the midst of the global health and economic crisis, yet many of … [Read more...]
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