I was talking to a team of sales people about engaging their customers with … [Read more...]
Category: Transformation
Category: Transformation
Are You The Salesperson Creating Value For Your Customer?
"What's Next?" The Need For Specificity Posted on June, 2019
I spend a lot of time in reviews of all sorts. They could be deal/opportunity … [Read more...]
Challenging Our Customers' Status Quo Posted on June, 2019
We all know to acquire a new customer, we need to incite them to change, to get … [Read more...]
Great Selling Is Like Great Music Posted on May, 2019
Over the weekend, my wife and I had the opportunity to go to a couple of … [Read more...]
"Customer Propensity To Buy" Posted on May, 2019
For those people deep into analytics and understanding (usually) consumer buying … [Read more...]
Begin With The End In Mind Posted on May, 2019
Stephen Covey's famous 2nd Habit is: "Begin with the end in mind!" It's … [Read more...]
How Interested In Your Customer Are You? Posted on May, 2019
It was one of those big opportunities. It would make or break the following … [Read more...]
A Day In The Lives Of Our Customers Posted on May, 2019
What does a day in the life of your typical customer look like? What's it like … [Read more...]
What Problem Is Your Customer Really Trying To Solve? Posted on April, 2019
The majority of sales people, unfortunately are just peddlers---walking, talking … [Read more...]
What Do Our Customers "Owe" Us? Posted on April, 2019
Someone wrote to me, somewhat earnestly, "We need to know the buyer has our best … [Read more...]
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