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Let’s Get Personal

Last blog, we talked about the value of delivering insight and how it needs to be tailored to the specific client you are working with. The best of all outcomes are achieved when you, as a serving professional, actually co-create insight that applies to a specific person within the client. It applies to that person […]

Total Cost of Ownership

For the last 30 years or so in the semiconductor industry we have sold a concept that might just have been wrong! This is a mindset shift that we can make now and that could easily have been of great positive impact had we recognized it much earlier. And this shift in thinking that I […]

sales, selling, challenger sale, shiftability, shift, sales professional

Death of the Salesman? I Don’t Think So

It seems that the wave of the sales revolution is picking up steam. Just now we are seeing many “sales experts” announce that the role of the salesperson is gone. The internet has won and people in selling can be replaced by specialized recognition systems driven by big data manipulation running on machines. First of […]

Build to Serve and Win

Building blocks are not just for kids! Sales people need them now more than ever. Let me expand and explain. As sales people we are told to “just go sell”. Get more face time with our clients. Understand what they need and then deliver it. Simple, right? From that single perspective yes it is. And […]

Show You Care

Nobody cares how much you know, until they know how much you care. – Theodore Roosevelt As sales people our past success over several decades has been driven by data – data in the form of what we KNEW. Our success in “selling” was once based on the information that we had in our heads, the […]