selling-is-helping-what-a-load-of-crap 
Partners in Excellence
MAY 29, 2017
Mike Kunkle has posed an interesting question about the trend to describe “ Selling Is Helping ,” on LinkedIn. I get hugely bored with much of the discussion about selling is helping. Yes, sales and selling leaves bad tastes in the mouths of customers. Selling has always been about “helping!”
Partners in Excellence
JULY 14, 2023
We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills. Some of the more advanced thinkers will focus on value creation or Business Focused Selling (which is another of my hot buttons. What’s the trick? Perhaps I’m lazy.
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Partners in Excellence
MARCH 18, 2020
At the same time, we can use it to drive away customers/prospects by creating crap at the speed of light. Technology doesn’t care whether what we do is ethical or not. Technology is a double edged sword. We can use it to improve the impact, value, effectiveness, and efficiency in engaging prospects and customers.
Partners in Excellence
MARCH 29, 2018
What’s her best move four months on the job? Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an interesting question or scenario for people who work with sales managers, presented by an experienced sales manager and her new company. Here’s the link: [link]. I was surprised at the tone of the discussion.
Xant
MAY 20, 2021
Stop doing more of what doesn’t work. Start doing what buyers do intuitively: guide actions with provable recommendations and automation. But with the right kinds of automation, a reliable and compliant system, and with intelligence about your buyers’ behaviors, you can go beyond guessing at scale and start guiding your selling.
SaaStr
NOVEMBER 16, 2022
What’s next for SaaStr. ” So what are maybe one or two things you want to give as advice to founders who are doing sales in the very early stage, the first couple of million ARR, that you feel are super useful in that stage in kind of trying to develop that, I think that sales muscle, if you will. Bootstrapping. Transcript.
Xant
MAY 20, 2021
Stop doing more of what doesn’t work. Start doing what buyers do intuitively: guide actions with provable recommendations and automation. But with the right kinds of automation, a reliable and compliant system, and with intelligence about your buyers’ behaviors, you can go beyond guessing at scale and start guiding your selling.
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