I spend too much of my life on planes. The other day was a rough flight, it was … [Read more...]
Category: Transformation
Category: Transformation
Turbulence And Fear Of Buying
Sales Person As Sense Maker Posted on February, 2019
The world, both our customers and our own, is best characterized by turbulence. … [Read more...]
Giving Them The Answers Posted on February, 2019
Let's conduct a thought experiment. As one might do in experiments, imagine … [Read more...]
"What We Do Is Not Complicated" Posted on February, 2019
There are a few people I follow that always make me think. Andy Paul is one of … [Read more...]
The Buyer's Journey, One Step At A Time Posted on January, 2019
Most sales people focus on the outcome of the deal. They want to get to the … [Read more...]
Doing What We've Always Done, When Everything Else Has Changed Posted on January, 2019
I'm constantly amazed conversations I have with otherwise smart people. … [Read more...]
Are You Selling Your Experience Or Your Value?* Posted on January, 2019
Too often, we confuse our experience with creating value. While they are … [Read more...]
Starting With A Blank Sheet Of Paper Posted on January, 2019
I'd like to go through a thought experiment. You can play along, take out a … [Read more...]
What's The Customer Business Problem? Posted on January, 2019
My friend, Tim Ohai, made an interesting statement, "Sadly many sales people … [Read more...]
Focus On The Customer Need To Buy Posted on January, 2019
The big problem sales people have is their obsessive focus on their need to … [Read more...]
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