In the previous post, we took a hard look at building a more flexible sales process that is completely centered around your customer starting with assessing your features from your customers’ perspective. This practice helps you build your selling messages around the variable points that are truly meaningful to your

How many times have you been pitched to or sat in a meeting with someone blathering on about the features and benefits of their products? I say blathering because that’s what it feels like when someone is sitting in front of you talking about their product, their features and what

As the topic of probably 1/3 of all conversations and certainly 1/3 of all social media posts, this election is truly remarkable and will certainly be dissected 7,432 ways in the history books. What I think is remarkable from a sales vantage is how these presidential candidates are masterful in

As we wind down summer activities, the nation gets ready to send our children back to school—which euphemistically means, back to learning, studying, and progressing. I’ve found that this time of year is an excellent time to ramp up my own learning and focus on business growth—both to finish the