Yeah, I know what the immediate reaction to the title of this post will … [Read more...]
Category: Transformation
Category: Transformation
The Servant Sales Person
The Problem With "USPs," They Aren't Unique Posted on June, 2018
The Unique Selling Proposition is a cornerstone to much of what we do in … [Read more...]
What If Sales Enablement Is A "Rotational Assignment?" Posted on June, 2018
I always hate starting a post with a pile of disclaimers. In some of my recent … [Read more...]
Micro-Improvements, An Update Posted on May, 2018
About 6 months ago, I became obsessed with both the concept and power of making … [Read more...]
Silo-Busting, We Have To Look Outside Our Own Functions/Silos! Posted on May, 2018
The poet, John Donne, wrote, "No (wo)man is an island, entire of itself; every … [Read more...]
We Need To Stop Our Fixation On Buyer Journeys Posted on May, 2018
Recently, I participated in a discussion on "the buyers journey." In some ways, … [Read more...]
"What Did You Sell That For.....?" Posted on April, 2018
I have to start this post with a story. Some years ago, I was the executive … [Read more...]
Our Customers Are Doing Their Homework Posted on April, 2018
Every three years, I go through the same cycle. My car lease comes to an end. … [Read more...]
If You Don't Know Who Your Customer Is, Improving Selling Skills Won't Help Posted on March, 2018
Over the past few days, I've been participating in a discussion about a … [Read more...]
"Customers Won't Buy Until They Are Ready To Buy" Posted on February, 2018
Recently, I had a discussion with someone, actually a polite disagreement. I … [Read more...]
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