Do You Sell the Way People Buy?

By |2019-02-28T22:04:27-05:00December 15th, 2018|

Most sales and marketing leaders spend countless hours designing new ways to direct buyers down the perfect sales process. They invent shared terminology to communicate this path internally, plot metrics around it and work hard to shepherd buyers to a decision that is in their favor. I know this exercise very well.  This is [...]

A Need Without Value Is Not an Opportunity. It’s Just A Need.

By |2019-02-28T22:06:36-05:00December 7th, 2018|

We may hate to admit it, but we’re creatures of habit. I’m not talking about habits many of us aspire to - waking up early, exercising, reading regularly, etc. There are only a few people that actually hold the good habits. I’m talking about bigger habits in our lives. We’re habitual in our thoughts, [...]