I have to confess my lack of patience with an attitude I see permeating much of … [Read more...]
Category: Performance
Category: Performance
Settling....
"Foreign Language" Training Must Be Mandatory For Sellers!! Posted on May, 2023
A lot of you might be scratching your heads, "What is Dave talking about, all … [Read more...]
BHAGs And Radical Simplification Posted on May, 2023
BHAGs are "Big Hairy Audacious Goals." The term was, apparently, developed by … [Read more...]
Going Beyond The Data.... Posted on May, 2023
We are blessed with enormous amounts of data on virtually everything. Data on … [Read more...]
Simplifying Value Creation Posted on May, 2023
As sellers and leaders, we know we are supposed to create value--for our … [Read more...]
Time Available For Selling Posted on May, 2023
We, our customers, colleagues, managers are time poor! In reality, we will … [Read more...]
Why I Love Selling Posted on May, 2023
Having anything to do with sales was the furthest thing from my mind when I was … [Read more...]
Activities, Outputs, Outcomes---What's The Difference? Posted on May, 2023
The "new" sales mantra seems to be all about activity. Our managers measure us … [Read more...]
A Differentiating Skill: Depth Of Thinking Posted on April, 2023
What really differentiates sellers in helping customers in complex B2B buying … [Read more...]
Dumb And Dumber....... Posted on April, 2023
I've been noticing a torrent of "hints and prompts" from the ChatGPT guru's … [Read more...]
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