Too often, salespeople position their organizations as transactional ones instead of high-value-adding organizations who can remove problems and add innovation.”
— Miller & Sinkovitz: Selling is Dead
Talent is always conscious of its own abundance, and does not object to sharing.”
— Aleksandr Solzhenitsyn
A problem cannot be solved at the same level of consciousness at which it was conceived.”
— Albert Einstein
The emerging best practice is to focus on what’s called the “Buyer’s Journey” in a way that leads the buyer down a cognitive journey of discovery and decision.”
— Read & Bistritz: Selling to the C-Suite
I have an abundance mentality: When people are genuinely happy at the successes of others, the pie gets larger.
— Stephen Covey
Nearly two decades after the publication of Solution Selling, the sales profession hasn’t changed much. Other professions have evolved and moved forward, but we’re still doing things the same way we did 20 years ago, and it’s still not working. Our research led us to an entirely new definition of selling. Selling isn’t about “solving problems” […]
— Zoldan and Bosworth (author of Solution Selling , 1994) in What Great Salespeople Do, 2012
The confident ask questions to learn what will connect. The insecure just keep talking with the hope something will stick.
— Simon Sinek