I’ll admit it, right upfront. There’s no doubt that sales professionals need to understand their products and services. This is a given. Product training is necessary. What troubles me, despite how much has been written on this topic, is that so many companies are still not maximizing the potential of their product training efforts to […]
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It is a riddle, wrapped in a mystery, inside an enigma; but perhaps there is a key. ~ Winston Churchill. Complex B2B selling is not easy, but it is a lot simpler than some want you to believe. I think it makes sense to step back sometimes, and take a look at things through […]
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This post continues the previous discussions of enabling sales growth through customer focus. In my opinion, the journey toward sales growth starts and ends with our customers, so I’m not sure why our customers aren’t always the foundation of our sales processes, methodologies, and messaging, but I can testify that many companies still need improvement […]
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This post is inspired by the debate and hubub that is ensuing around the CEB’s Challenger Sale research. I’d like to start with some personal opinions of my own, but I’d like to end with something I think is more important, so please allow me to fast-forward for a moment. […]
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