There is no excuse for stupid prospecting! Sadly, too many organizations are … [Read more...]
Category: Performance
Category: Performance
Prospecting Malpractice!
My New Book, Complex B2B Selling Posted on July, 2020
A reader asked me, "Dave, when are you publishing a book on complex B2B selling? … [Read more...]
Micro Improvements, An Update -- Losing My Way Posted on June, 2020
Long time followers of this blog know that I'm a tremendous fan of the concept … [Read more...]
We Need Sellers Who "Sell," Not Take Orders Posted on June, 2020
I'm suppose, after all the years I've spent working with "sales people," I … [Read more...]
Prospecting Is Not An Event! Posted on June, 2020
We get so much about prospecting wrong. We reach out to people who are far … [Read more...]
Understanding The Numbers Posted on June, 2020
When we talk about business, we quickly get to talking about the … [Read more...]
Do Your Friggin Homework! Posted on June, 2020
We struggle with achieving goals and producing results. Whether it's … [Read more...]
Are You Managing The Process Or Is It Managing You? Posted on June, 2020
Deal review after deal review, I see the same thing. Sales people don't seem to … [Read more...]
Sales People Need To Pay Their Way! Posted on June, 2020
Over the past several weeks, I've gotten into a number of discussions about the … [Read more...]
Where's The Puck Going? Posted on June, 2020
"I skate to where the puck is going to be..." It's a quote attributed to Wayne … [Read more...]
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