Being prescriptive with our sales teams and our customers is a hot topic these … [Read more...]
Tag: Customer Experience
Prescription, The Double Edged Sword
What's The Problem With Demos Posted on November, 2015
Demos Sell! I was visiting a company recently, they had a full court press on … [Read more...]
Helping Your Customer "Connect The Dots" Posted on November, 2015
As sales people, we know we have to engage our customers in disruptive … [Read more...]
What Do Prospects Owe Sales People? Posted on November, 2015
I had a fascinating exchange of emails with a very good sales person. He … [Read more...]
What Makes You Different? Posted on November, 2015
What Makes You Different? It's probably one of the most powerful questions in … [Read more...]
Stop Helping The Customer Buy! Posted on October, 2015
Surprisingly, I've received more comments, questions, and pushback on my Solving … [Read more...]
The Problem With Pitch Decks Posted on October, 2015
I've seen thousands of pitch decks. The vast majority are horrible. There's … [Read more...]
What If The Customer Doesn't Know Their Buying Process? Posted on October, 2015
We all know the customer's buying process is more important than our selling … [Read more...]
The Eroding Distinction Between Inside And Field Sales Posted on October, 2015
There's a lot written about the shift from field sales to inside sales. It … [Read more...]
Your Channel Partners Aren't The Enemy! Posted on October, 2015
Few organizations have the ability to reach every possible customers … [Read more...]
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