Check out my latest article: Customer Churn and the Covid Economy. linkedin.com/pulse/customer… via LinkedIn

One week from today, I'll be hosting an executive briefing that builds on this topic. Register here: click.c-suitenetwork.com/the-one-thing-… #b2b #valueselling #valuebasedpricing #csuitenetwork linkedin.com/pulse/sales-te… via LinkedIn

Check out my latest article: Five Myths About Price and Discounting linkedin.com/pulse/five-myt… via LinkedIn

Check out my latest article: You can’t just sell value anymore. You need to BE the value. linkedin.com/pulse/you-cant… via LinkedIn

Your Dashboard Is Your Blind Spot linkedin.com/pulse/your-das…

Check out my latest article: Are You Still Using “Zombie” Sales Metrics? linkedin.com/pulse/you-stil… via LinkedIn

Check out my latest article: Sell For Show, Differentiate for Dough linkedin.com/pulse/sell-sho… via LinkedIn

Check out my latest article: Is Your Sales Funnel Killing Your Business? linkedin.com/pulse/your-sal… via LinkedIn

Check out my latest article: Some Customers Welcome a Trusted Expert...Some Don't. Tell Which and Prosper. linkedin.com/pulse/some-cus… via LinkedIn

Check out my latest article: A Catch-22 Came to Sales. What are You Doing About it? linkedin.com/pulse/catch-22… via LinkedIn

Two customer dimensions drive your sales approach or should HD 720p youtu.be/hp9WDhVQMp8 via YouTube

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Check out my latest article: That “57% of the Customer Journey” Statistic is BS ! linkedin.com/pulse/57-custo… via LinkedIn

Check out my latest article: The Decision Process is the Decision Result linkedin.com/pulse/decision… via LinkedIn

Check out my latest article: Forecast Accuracy and the Sales Industrial Complex. linkedin.com/pulse/forecast… via LinkedIn

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Check out my latest article: Outcomes and Benefits are Different. Only the Mediocre Sell Benefits linkedin.com/pulse/outcomes… via LinkedIn

Check out my latest article: It's the Company's Job to Make a Profit at the Price I Sold it linkedin.com/pulse/its-comp… via LinkedIn

Too often, we ask sales people to perform tasks that don't improve selling. Some of these simplify the manager's work, which is "less bad" than performing tasks that gather information that nobody really uses anyway. Look at sales automation with a skeptical eye.