I was oddly amused and somewhat saddened observing a situation from the … [Read more...]
Category: Transformation
Category: Transformation
Just Solve The Damn Problem!
When Are We Going To Understand, It Really Isn't About The Product! Posted on March, 2014
Over the past few weeks, I've been on the road constantly, I think I've logged … [Read more...]
Rethinking Qualification, Has The Customer Qualified Themself? Posted on March, 2014
The other day, I wrote an article about, "How Much Do You Want To Spend?" The … [Read more...]
Does Your Customer Have A Plan? Posted on March, 2014
I recently wrote a post suggesting we "Stop Giving Customers Choices!" It's … [Read more...]
Stop Giving Customers Choices! Posted on March, 2014
Henry Ford was rumored to have said, "The customer is welcome to buy a car in … [Read more...]
Reality (Sometimes) Sucks! Posted on March, 2014
Try as we might, sometimes we just can't make our goals or commitments. … [Read more...]
Times Are Changing Posted on March, 2014
Every day I speak with sales leaders and sales professionals who are … [Read more...]
How Do They Make Money, Part 2 Posted on February, 2014
Recently I wrote, How Do They Make Money. It focused on understanding how our … [Read more...]
How Do They Make Money? Posted on February, 2014
No, I'm not talking about you, I'm talking about your customers. At the core of … [Read more...]
Deciding What To Buy Is Often The Easiest Part Posted on February, 2014
As sales people, our focus is to convince the customer to buy our solution. We … [Read more...]
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