One of the reasons I like the thinking that accompanies Service Dominant Logic is where it places organizations in relationship to the customer. It removes the organization from being an expert at the outset and focuses us on both giving and receiving help instead of the context of help is required. That mindset is a Read More …
In the Sales and Marketing world, we are judged by few other things more than our ability to influence others. We not only have to influence customers, often we have to influence our organizations to respond to the needs of those darn customers. There are more books written about influencing than anything else in sales. Read More …
I am a big fan of Edgar Schein and his new book, Humble Inquiry: The Gentle Art of Asking Instead of Telling, is an excellent read and highly recommend it. However, I believe that you will be better prepared if you read Schein’s previous book on Helping: How to Offer, Give, and Receive Help. A Read More …
In most selling situations, we tend to focus on the greatest competing interest. By doing so we intensify most problems and sometimes we resolve them and sometimes we don’t. Readers of my blog know I like to take a more Appreciative Inquiry approach that SOAR versus SWOT approach (Are you SWOTing or SOARing?). I found Read More …
Leigh Ashton is the author of iSell and head of The Sales Consultancy. She specializes in helping people incorporate psychology alongside technical selling skills – leading to positive changes to their attitude, their approach and their sales results. Leigh works with business owners, directors, managers and sales teams to identify and eliminate their psychological barriers, Read More …
When most people think about Lean, they view Lean only from a problem solving perspective, that 5 Why stuff. In that context, a Lean sales person would assume the role of an expert solving a problem for someone. When I apply Lean to Sales and Marketing, I view Lean as a knowledge building exercise. It Read More …