From my earliest days as a salesperson, I've been taught the "sales process," … [Read more...]
Tag: Customer Experience
Our Selling Process Can Help Our Customers Buy
Are We Accomplishing Enough In Customer Meetings? Posted on November, 2021
Ideally, we are spending as much time as possible, working with our customers to … [Read more...]
The Customer Focused Sales Process Posted on November, 2021
We've long known (whether we use it or not) about the "sales process." … [Read more...]
Everyone Has A Customer Posted on November, 2021
We struggle to be "customer focused." Somehow, our priorities and goals have … [Read more...]
Are We Numbed By Work? Posted on November, 2021
I watched a fascinating short film, "Work, I Think It Numbs You, Somehow." It … [Read more...]
"Who Do You Work For?" Posted on November, 2021
My friend Rene Voorhorst and I were having one of our periodic conversations. … [Read more...]
Do We Really Want Our Sales People To Be Value Creators? Posted on November, 2021
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
The Digital Buying Journey Is Very Human Posted on November, 2021
We see tremendous research on the digital buying journey. We know customers … [Read more...]
On Questions And Questioning Posted on October, 2021
Questions are probably one of the most critical tools for sales people and all … [Read more...]
The Pandemic, What Buyers Discovered Posted on October, 2021
As sellers, the pandemic has forced us to rethink our work and how we engage our … [Read more...]
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