What does a day in the life of your typical customer look like? What's it like … [Read more...]
Category: Transformation
Category: Transformation
A Day In The Lives Of Our Customers
What Problem Is Your Customer Really Trying To Solve? Posted on April, 2019
The majority of sales people, unfortunately are just peddlers---walking, talking … [Read more...]
What Do Our Customers "Owe" Us? Posted on April, 2019
Someone wrote to me, somewhat earnestly, "We need to know the buyer has our best … [Read more...]
Driving Growth Posted on April, 2019
Every executive I speak wants to see growth in their businesses. Growth drives … [Read more...]
Compressing Our Customer's Buying Process Posted on April, 2019
I read a post about influencing and accelerating our customers' buying … [Read more...]
Focusing On The "Mobilizer" Is Not Enough! Posted on April, 2019
We know in complex B2B buying decisions, there are over 10 people involved in … [Read more...]
"The Customer Is Incompetent!" Posted on April, 2019
In the past week, I've participated in two reviews where the sales person has … [Read more...]
What Are The Consequences Of Doing Nothing? Posted on March, 2019
What are the consequences of doing nothing/not changing? The answer to this … [Read more...]
Key To Great Customer Experience Posted on March, 2019
We know the importance of customer experience. Whether it's their buying … [Read more...]
Changing The Questions Posted on March, 2019
We know questions are critical to our success as sales people. Sadly, we ask … [Read more...]
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