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What Does It Mean to “Sell”? Establishing a desirable sales culture begins with understanding the kind of culture you want to advance. Not all cultures are good. Strong cultures have both created civilizations and torn them down. The two sides of this cultural coin are represented by two different definitions of the word “sell.” TheJune 11, 2019
Change is BAU–Business As Usual. My colleagues at consultancy Tignum say that we are living in a VUCA world—one that is Volatile, Uncertain, Complex and, at times, Ambiguous. In the world of business development, sales, and key account management, you simply cannot afford to make assumptions about your customers and what they need. Too manyJune 4, 2019
As the year ends and another begins, our key word is ‘Teamwork’. There is a popular interpretation of TEAM as Together We Achieve More. We sure want to achieve more in the new year. Sports coaches and motivational speakers preach the value of teamwork. Teachers repeatedly tell students it is one of the keys toMay 28, 2019
Who’s your best customer? The one that pays you the most? One that you’ve sold to the longest? Neither? Both? A surprising number of sales organizations don’t know the answer to those questions – and that is quite likely hurting performance. Customer relationships cost your company time, resources and money – commodities often in shortMay 21, 2019
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