Complete the sentence, "The purpose of selling is to......." When I ask sales … [Read more...]
Category: Transformation
Category: Transformation
The Purpose Of Selling Is To .........
How Have You Helped Your Customers Improve Their Outcomes? Posted on December, 2015
As we approach the end of the year, there's always a huge intensity of … [Read more...]
Is It The Customer's Job To See Sales People? Posted on December, 2015
Recently, I read a blog post in which the author was criticizing a procurement … [Read more...]
What If You Couldn't Discount? Posted on December, 2015
I always worry starting a post with, "When I first started selling....." I fear … [Read more...]
Prescription, The Double Edged Sword Posted on December, 2015
Being prescriptive with our sales teams and our customers is a hot topic these … [Read more...]
The Looming Implosion Of Sales/Marketing Automation Apps Posted on November, 2015
The other day, I was sitting in the airport and had a few idle minutes. For … [Read more...]
But They Really Need The Product! Posted on November, 2015
I was doing a deal review with a sales person. It was a big deal, important to … [Read more...]
"What Type Of ROI Are You Looking For?" Posted on November, 2015
I'm reading a post that provides "7 Phrases That Make You Sound Like An [Sales] … [Read more...]
Helping Your Customer "Connect The Dots" Posted on November, 2015
As sales people, we know we have to engage our customers in disruptive … [Read more...]
"Tell Me About Your Business Pain...." Posted on November, 2015
"Tell Me About Your Business Pain....." We all recognize this, or it's variants … [Read more...]
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