It seems the world is migrating to an "As A Service" model. Everyday one hears … [Read more...]
Category: Transformation
Category: Transformation
Selling IS A Service
A Paradox, The Sales Process And The Buying Journey Posted on March, 2019
As sales professionals we face an intriguing paradox. We know, for complex B2B … [Read more...]
Strategic Procurement And Sales, On Parallel Paths Posted on March, 2019
Probably, ever since the first sale was made to a customer that involved a … [Read more...]
Turbulence And Fear Of Buying Posted on March, 2019
I spend too much of my life on planes. The other day was a rough flight, it was … [Read more...]
Sales Person As Sense Maker Posted on February, 2019
The world, both our customers and our own, is best characterized by turbulence. … [Read more...]
Giving Them The Answers Posted on February, 2019
Let's conduct a thought experiment. As one might do in experiments, imagine … [Read more...]
"What We Do Is Not Complicated" Posted on February, 2019
There are a few people I follow that always make me think. Andy Paul is one of … [Read more...]
The Buyer's Journey, One Step At A Time Posted on January, 2019
Most sales people focus on the outcome of the deal. They want to get to the … [Read more...]
Doing What We've Always Done, When Everything Else Has Changed Posted on January, 2019
I'm constantly amazed conversations I have with otherwise smart people. … [Read more...]
Are You Selling Your Experience Or Your Value?* Posted on January, 2019
Too often, we confuse our experience with creating value. While they are … [Read more...]
- « Previous Page
- 1
- …
- 57
- 58
- 59
- 60
- 61
- …
- 117
- Next Page »