Preface: Who doesn’t know Keenan? I first met him years ago as he was moving from sales leadership roles into establishing his own training and consulting company. I think what draws me to Keenan and his perspectives is his obsessive focus on the customer. What are their problems, how do we help them better understand them? How do we identify the GAP between where they are and where they need to be? How do we help them close that gap, achieving their goals. With Keenan and his team, selling success is all about the customer, not what we sell. Keenan […]

Preface:  Orrin Broberg has such a diverse and fascinating background in selling.  He has worked in some of the largest organizations through starting his own companies.  Whenever, I talk to Orrin, he is deeply thoughtful about all the business, strategy, leadership, growth issues that arise in our conversations.  But the thing that’s always struck me is is deep involvement, in support of his teams, with the customers.  His final sentence sums things up:  “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. I was raised in a perfect family to do that.” […]

Preface: Sheevaun Thatcher is a well known leader in the Rev Ops community. We were talking about this series, I said, “I’d really love your views on this, but you aren’t a ‘seller.’” Sheevaun quickly corrected me, “Dave everyone sells, every day!” This is such an important concept for everyone, yet too often we forget it. We think the sellers are those that carry quota. But everyone in the organization carries goals and to achieve those goals they need to engage others and get their support in moving forward. None of us can achieve our goals/quotas alone, we achieve them […]

Preface: For those of you who are fortunate enough to know Maddy Goldberg, you might be asking yourself, “I didn’t think Maddy was a sales person…..” In reality, everyone sells! We are always trying to get others to buy into our ideas or strategies, to do things that are important to achieving our goals, to change and move forward. When I first met Maddy, I was immediately struck by her ability to engage people in meaningful ways. She has an ability to listen deeply. She always demonstrates her caring in every interaction. And these are critical in moving forward. Two […]

Preface: “Yo dudes and dudettes…..,” in reading this I learned something new about Spence Wixom. I learned he is a surfer and that he was hitting the waves just about 30 miles north of where I was trying to hit the waves…. Wish I had known back then, we could have had some great conversations waiting for the right wave. More seriously, Spence is one of a small number of people I include in my “kitchen table board of directors.” He and I share ideas about the state of selling and how we can drive improvement. His story, is similar […]