Are "Challenging" and "Insight" synonymous? I had been mixing them together, … [Read more...]
Category: Performance
Category: Performance
Separating The Challenger Sales Person From Insight Delivery
The "Street Price" Is All That Counts Posted on July, 2013
Go to any bazaar or souk in the Middle East or Africa, go to a marketplace in … [Read more...]
If The Customer Doesn't Want To Buy, Discounts Won't Help Posted on July, 2013
We've been working with a customer, diligently talking about their problems and … [Read more...]
Does Insight Selling Require "Scars?" Posted on July, 2013
We're supposed to bring our customers insight--opportunities they are missing, … [Read more...]
Have You Earned A Response? Posted on June, 2013
Hopefully, every sales person is prospecting. Whether it's email campaigns, … [Read more...]
Tools Don't Change People Posted on June, 2013
My friend Bob Thompson made this comment on Customerthink. It's important, … [Read more...]
The Weaponization Of Social Media Posted on June, 2013
I just read Chris Brogan's piece, The Bare Truth About Social Media, a phrase … [Read more...]
Customer Success And Quota Attainment Are Not In Conflict Posted on June, 2013
In a comment on one of my posts, Andy Rudin reminded me of something we … [Read more...]
Selling Processes And Rube Goldberg Posted on June, 2013
Rube Goldberg was a Pulitzer Prize winning cartoonist, sculptor, and author. He … [Read more...]
The Email Query Posted on June, 2013
I get these every day. "Hi Dave, I just wanted to follow up to see if you … [Read more...]
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