My friend Rene Voorhorst and I were having one of our periodic conversations. … [Read more...]
Category: Transformation
Category: Transformation
"Who Do You Work For?"
Our "Success" Blinds Us To Our Underperformance! Posted on November, 2021
Not long ago, I was speaking with the executive team of a fairly large company. … [Read more...]
Salespeople, The Help You Are Giving Your Customers Isn't Very Helpful! Posted on November, 2021
Hopefully, most sales people recognize they create more value when they are … [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...]
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...]
The Customer Is NOT Always Right! Posted on October, 2021
For decades, there's the image of the "customer is always right." Sales people … [Read more...]
The Great Reinvention! Posted on October, 2021
There's a lot of talk about the Great Resignation. Partly, a result of the … [Read more...]
The Ossification Of Selling Posted on October, 2021
I just completed a post on the "Ossification Of Selling." It was finished, I … [Read more...]
Sellers, Your Customers Don't Need You Anymore Posted on October, 2021
Sales people used to be a primary source of information for customers. They … [Read more...]
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