Twice over the past week, I have been involved in some interesting conversations … [Read more...]
Tag: Building Relationships
Have You Earned The Right To Engage In Consultative Selling?
Interesting Strategy: "We inspire sales people...." Didn't Inspire Me! Posted on July, 2009
Yesterday, I got an intriguing tweet. It was from an individual and simply … [Read more...]
The Future Of Selling -- Consultative, Solutions and Customer Focused? Deja Vu All Over Again? Posted on July, 2009
I'm frustrated and a little impatient. As a profession, we seem to be doing the … [Read more...]
Do You Know Your Customer's Value Proposition? What Are You Doing To Help Them Deliver It? Posted on July, 2009
We know that a clear differentiated value proposition is critical to sales … [Read more...]
Create Value In Every Meeting Posted on July, 2009
A few days ago, a reader contacted me with a great question: "Dave, you always … [Read more...]
First, Let Your Customer Finish Their Sentence, Then Ask Three Questions Posted on June, 2009
Yesterday, I had a discussion with "Mark." Mark is one of the best … [Read more...]
Table Stakes Are Changing -- How Do We Up The Ante? Posted on June, 2009
I just finished a conversation with a client. He is the EVP of Sales for a high … [Read more...]
Creating Value---Business And Personal Posted on June, 2009
I've been writing about creating differentiated value for your customers. Let me … [Read more...]
Setting Yourself Apart, Developing and Communicating Differentiated Value Posted on June, 2009
A compelling and differentiated value proposition is critical in selling—we all … [Read more...]
The Sales Game Has Changed, Are You Playing To Win? Posted on June, 2009
Webinar: Driving Demand in a Demanding MarketJuly 15 11 AM PST / 2 PM ESTAs a … [Read more...]
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