Whenever a purchase is inevitable (the customer must act) your competition tends to be predictable - and it will often be another vendor like you. But … [Read more...] about The status quo isn’t what it used to be…
Never let a good crisis go to waste
As Winston Churchill was working to establish the United Nations after World War Two, he observed that leaders should “never let a good crisis … [Read more...] about Never let a good crisis go to waste
The importance of speed-to-outcome
I recently recorded another conversation with Andy Paul, award winning author, speaker and the host of the Sales Enablement podcast. Inevitably, our … [Read more...] about The importance of speed-to-outcome
Answering your customer’s three critical questions
In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to initiate new projects … [Read more...] about Answering your customer’s three critical questions
A New Normal – or a Better Normal?
It’s become common for commentators to refer to the fast-evolving reality of B2B selling as the “new normal”, and I’ve often … [Read more...] about A New Normal – or a Better Normal?
What's Your Customer-Specific Differentiating Value?
I thoroughly enjoyed talking with Tom Pisello of the Evolved Selling Institute as his guest on the EVOLVERS Podcast on the subject of "Articulating … [Read more...] about What's Your Customer-Specific Differentiating Value?
