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Powerful curiosity and powerful questions can be important in a discussion with a customer. But there is a point where you have to say, okay, I think we have enough information to move forward with the next phase of recommendations.
In a problem-centric world, salespeople are still leading the process with the product. The absolute core of selling is change and buying a new product is just one part of the process of making the transition.
What kind of "motions" do we go through as salespeople? What grooves do we settle into that keep us from reaching our full potential?
Our friend Amahl Williams, robotics, IT and AI expert, is here with us today to provide context and clarity on a subject that is being given more weight and discussion every year. How will artificial intelligence change how we work and more importantly "who" works in the future.
Curiosity is a word that we are proud of in our society and I think many of you might even have described yourself in that way in the past, but how often does that translate into questioning to truly understand?
Richard and Jeff discuss the difficulty of new product launches, the keys to proper project management and the eternal disconnect between frontline sales professionals and the backend of product development.
How do you grade your customers? How do you find and create better ones? Jeff is taking you back to school today on this Monday Musing.
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