Go to any bazaar or souk in the Middle East or Africa, go to a marketplace in … [Read more...]
Category: Performance
Category: Performance
The "Street Price" Is All That Counts
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...]
Burying Our Heads In The Sand Posted on June, 2013
Everyone acknowledges the world is changing, perhaps faster than many want, but … [Read more...]
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