Some readers will look at this title, thinking, "Here Dave goes, getting all … [Read more...]
Category: Innovation
Category: Innovation
Buying Is Human......
Is There (Sales) Life Outside SaaS? Posted on October, 2022
It seems everything in my feed is dominated by "SaaS Selling." It may be the … [Read more...]
Value Realization Is Only Table Stakes, What Differentiates Us? Posted on October, 2022
Recently, I read a pretty old article in HBR: Business Marketing: … [Read more...]
Do More, Do Better, Do Differently.... Posted on September, 2022
We are driven to grow, to drive much higher levels of revenue and attainment. … [Read more...]
Customer "Systems" Posted on September, 2022
I wrote about how our organizations are sets of interrelated/interdependent … [Read more...]
Customers And Sellers, Conflicting Systems Posted on September, 2022
I've been writing a series on the importance of systems thinking in buying and … [Read more...]
Collaborative Creativity Posted on August, 2022
I participate in lots of sales calls. Sometimes observing what's going on, … [Read more...]
The Challenge Of Insularity In Selling Posted on August, 2022
Insular: in-su-lar1. Characteristic of an isolated peopleespecially: being, … [Read more...]
"We Live In A World Of Uncertainty......" Posted on August, 2022
"We live in a world of uncertainty, that may not be a flaw, but a feature of our … [Read more...]
The Importance Of "Flow" In Selling Posted on August, 2022
For several years, I've been a struggling student of Tai Chi. There is such … [Read more...]
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