There's no question our worlds are very
complex. The challenges our customers face are complex. The
challenges we face within our organizations are complex. The challenges
in engaging our customers and trying to solve their problems are
complex. Complexity is a reality!
We’re surrounded...
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Before I jump ahead, let me first tackle
the basic notions of innovation and improvement in sales. Too many may read this post thinking, “I’m struggling to make my numbers, don’t
bother me with this talk about innovation and improvement.”
I empathize with this feeling. We
are...
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Gain customer intel from behind your own office walls
As sales professionals, we’re supposed
to really understand our customers, their markets, industries,
businesses, functions, and their jobs. It’s critical in engaging them in
discussions about the things they care about. It’s critical to...
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