V 4-001 Ken Flood and the customer buying framework... Part 1

Ken Flood combines sales expertise with change management consulting experience. He looks at sales like a change management engagement, which is true...when the customer is buying something they feel is new, risky, or complex. Luckily, that's my world too, so we end up agreeing about a lot of things, but coming at them from different directions, which I find refreshing. I hope you agree. This conversation went almost 50 minutes, so I cut it into two episodes. We had a convenient break right in the middle, so here's part one. Learn more about your ad choices. Visit megaphone.fm/adchoices