Do You Want to Kill the Pain, or Solve the Problem?
Most of us know that in order to stay healthy, we need exercise, good nutrition, rest, and to take our vitamins. But very often, we get busy with life and forget these essentials. Before long, we start to suffer for it. At that point, we all know we should slow down and address the problem - but more often, we seek a pill to kill the pain so we can keep going.
How to Make Every Conversation a Coaching Conversation Using One Question by Keith Rosen
The biggest complaint I hear from managers is they don’t have time to coach, especially when they’re spending most of their time helping their team close more sales, resolve problems and handle customer issues. During these time-sensitive situations, compounded with the pressure to drive results, they feel they must be direct and tell people what they have to do, right? Not exactly.
How to Implement Checklists to Supercharge Your Sales Team’s Effectiveness
You won’t even go to the grocery store without it, yet you expect your high performing sales teams to do their best work without this tool. What is it? A checklist, of course.
The changing face of value in B2B sales
It seems as if the phrase “sell on value, not on price” must have been around since shortly after the dawn of B2B selling, and it would be hard to argue with the sentiment. But what do we actually mean by value - and perhaps more important, how do our customers perceive value?
Don’t Hire a Bus Engineer to Design Your Race Car
Your CRM sucks, and one of the most sucky things about it is the hoops you have to jump through to customize it to work for you.
Account Growth And Innovation
We struggle to get a foothold in a large account. Winning that first deal in the account requires us to get the customer to change. To get them to think differently, addressing problems/opportunities differently. If we succeed, we have helped the customer innovate, to rethink what they currently do, and to do it differently. The customer chose us because they felt compelled to change.
