A thoughtful commenter recently started a comment with, "The essence of … [Read more...]
Category: Transformation
Category: Transformation
The Essence Of Selling
What Is Your Customer Trying To Achieve? Posted on August, 2013
Too often, both we and our customers get so caught up in activities that we lose … [Read more...]
Knowing Where Our Customers Live Posted on July, 2013
Too often, our problem as professional sales or marketing people is that we … [Read more...]
The Helpful Sales Person Posted on July, 2013
We want to establish relationships with our customers. We want to be helpful. … [Read more...]
Experiencing What Our Customers Experience Posted on July, 2013
Too often, there's a huge disconnect between our organizations and our … [Read more...]
Customer Decisionmaking, Like Herding Cats Posted on July, 2013
I'm the proud "father" of Sammy and Harley---that's them in the picture. It … [Read more...]
How Will The Customer Pay For It? Posted on July, 2013
I've written before about how many opportunities we inappropriately disqualify … [Read more...]
Sales Person As Orchestrator Or Resource Manager Posted on July, 2013
The role of the sales person is changing--we all know that. The way customers … [Read more...]
Separating The Challenger Sales Person From Insight Delivery Posted on July, 2013
Are "Challenging" and "Insight" synonymous? I had been mixing them together, … [Read more...]
"We Don't Have The Budget" Posted on June, 2013
"We don't have the budget" strikes fear into the hearts of all sales people. … [Read more...]
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