Not long ago a sales person called be with an idea that I thought was … [Read more...]
Category: Transformation
Category: Transformation
Sitting On The Customer's Side Of The Desk
Customers Don't Know How To Buy! Posted on May, 2011
One of the biggest mistakes sales people make is overestimating their customers’ … [Read more...]
Buyer Persona's -- A Great Starting Point For Sales! Posted on May, 2011
I'm a tremendous fan of Buyer Personas*. Anyone who isn't leveraging this … [Read more...]
You Need To Know What's Keeping Them Up At Night! Posted on April, 2011
"What's keeping you up at night?" It's a classic question many sales people use … [Read more...]
It Doesn't Matter What We Know, It's What The Buyer Needs Posted on April, 2011
Companies spend $100's of millions every year in training sales people about … [Read more...]
When Customers Really Want To Buy--Perishable Demand! Posted on April, 2011
A couple of weeks ago, I really needed to make a relatively major purchase in … [Read more...]
There's More To The Discovery Process Than Identifying Needs! Posted on April, 2011
After Qualifying, I believe the Discovery Phase of the sales process is the … [Read more...]
We Have To Invest In Revenue Generation Posted on April, 2011
A key goal of most businesses (profit and not for profit) is revenue … [Read more...]
Does Our "Value" Align With How Customers Define Value? Posted on March, 2011
Over the past week, I've been writing a lot about Value. We build our … [Read more...]
Defining Value Posted on March, 2011
After I published my post, Rethinking Value, an interesting discussion/debate … [Read more...]
- « Previous Page
- 1
- …
- 104
- 105
- 106
- 107
- 108
- …
- 117
- Next Page »