Blog

Sales Transformation. What’s With That?

Sales Transformation. What’s With That?

Sales Transformation. What is that exactly? Back in the day, it used to be that Buyers contacted Sellers when they became interested in addressing a need, as Sellers were an obvious source of information on what to do about that. Often of course, Sellers got to Buyers before they knew they had a need and…

The ‘Trouble’ with Trust

The ‘Trouble’ with Trust

Building Trust. Not What You Think Then a little while ago, the penny dropped. I realized you can’t ‘build’ trust. It’s an outcome; the result of what you do, like being truthful, reliable, transparent etc. However, trust itself isn’t a doing type of thing. You can’t ‘do’ trust. You gain trust through your actions. Or…

What do Buyers Want?

What do Buyers Want?

What are buyers looking for in a Seller? Well, let’s walk in a typical Buyer’s shoes for a moment. In fact, let’s walk in your shoes. Reflect on your own experiences as a Buyer. Do you enjoy engaging with Sellers who seem more intent on meeting their need to make a sale than in genuinely helping…