In sales, we learn that questions are critical to our ability to understand our … [Read more...]
Tag: Accountability
The Questions We Ask, Shape The Answers We Get.....
Why Are We Satisfied With Such Poor Win Rates? Posted on April, 2022
We struggle to hit our goals, make our numbers. Every year, we see decreases in … [Read more...]
Do You Really Want To Be A Seller? Posted on March, 2022
I was tempted to title this, "Selling--A Calling Or A Job?" When I speak with … [Read more...]
Top Performers Do More Of This..... Posted on March, 2022
I love learning what top performers do and what drives high levels of … [Read more...]
Better Results From Each Activity Or More Activities? Posted on March, 2022
Spoiler alert, this is a trick question, but probably not in the sense that you … [Read more...]
It's Account Planning Season Posted on March, 2022
Now that SKO season has passed, we've got our annual quotas, we've started … [Read more...]
Partnering And Selling Posted on March, 2022
I cringe every time I get an email or social media invitation, "Dave, we'd like … [Read more...]
Data Is Data, Not Laws Of Nature! Posted on March, 2022
Over time, I've noticed some striking things about data and how we misuse it. … [Read more...]
Are You Asking The "Right" Questions Posted on March, 2022
We know effective questioning is critical for sellers and leaders. Virtually … [Read more...]
The New Sales Channel Posted on February, 2022
Channels "partners" have been a part of sales ever since sales have existed. … [Read more...]
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