I recently read a post from Dave Kurlan entitled, "Why I Believe We Should Blow … [Read more...]
Tag: Insight Selling
Rethinking BDRs?
On Pricing, Discounting, and Value Posted on March, 2021
There are two retailers I'm fascinated with. One is LVMH. It's a collection of … [Read more...]
"Seek first to understand..... Posted on March, 2021
One of the most important things a sales person can do with her customer is to … [Read more...]
Do The Work! Posted on March, 2021
I have to confess some exhaustion. Pundits and experts in social media, each … [Read more...]
It's Not The Lack Of Information That Stops Us.... Posted on March, 2021
We live in a world with an abundance of information. One might, fairly, claim … [Read more...]
Is "Helping Our Customers" Incompatible With Selling? Posted on March, 2021
Recently, I've been reading a series of discussions debating the concept, "Can … [Read more...]
Our Questions Are Important To Us, But Do They Get At What The Customer Needs To Express? Posted on March, 2021
The questions we ask shape the responses we get. Too often, our questions, … [Read more...]
How Do We Win? Posted on March, 2021
Participating in deal reviews, I often ask the question, "How do we win?" The … [Read more...]
Figuring Things Out! Posted on March, 2021
Sadly, the trend in developing sales people skills is toward a higher level of … [Read more...]
Good Revenue And Bad Revenue---Start-Up Version Posted on February, 2021
I know it's heresy, but not all revenue is good revenue---particularly for … [Read more...]
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