Tag Archives: customer centric selling

Diamonds and Stones

The other day, I was driving around with my iPod on “Shuffle”, and one of my favorite songs, John Denver’s “Some Days Are Diamonds, Some Days Are Stones”, started to play. The song made me think about how products that … Continue reading

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Why Companies Consistently Miss Their Sales Numbers.

The other day, one of my clients asked me if I could identify the key indicators that a company’s sales team would not make its targets. He wanted a concise list – not a lot of verbiage. After some thought, … Continue reading

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Has the Internet Killed Solution-Based Selling?

The other day, I pushed the button on my car’s remote control, and nothing happened. No matter how many times I pushed the button, the door didn’t unlock. I called the dealership and they told me that I needed new … Continue reading

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