I was reading a LinkedIn discussion thread, it started with a premise that … [Read more...]
Category: Transformation
Category: Transformation
Buying Is About The Customer Achieving Better Outcomes
Please Hire My Solution Posted on August, 2019
Think of the last time you were looking for a job, or being interviewed for a … [Read more...]
The Power Of "Doing Things With....." Posted on August, 2019
Words are important, with the change of a single word, we often change our … [Read more...]
Insight Is Always Contextual! Posted on August, 2019
HBR recently published an article, "Why 'Tell Them Something They Don't Know' Is … [Read more...]
Discovery, What's Your Customer Learning? Posted on August, 2019
We get discovery wrong in so many ways: We fail to do discovery. We jump … [Read more...]
Customers And Rational Behaviors Posted on August, 2019
Too often, I'm in reviews with sales people whining, "The customer is … [Read more...]
Customers Feel Value Posted on August, 2019
Scott Gillum and I were having one of our usual conversations, the marketing vs. … [Read more...]
Sales Is Simple, Buying Isn't! Posted on August, 2019
I succumbed to a certain amount of narcissism (as I often do) in my post: Sales … [Read more...]
Understanding Leverage Posted on August, 2019
Leverage is an important concept in business, sales, and marketing. … [Read more...]
The Sales Person As "Contextualizer" Posted on July, 2019
Context is everything! Each of our customers is different, each company has … [Read more...]
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