Seeing this title, some of you may be thinking, "Dave's such a broken record. He … [Read more...]
Tag: Business Acumen
What's Happened To Business Fundamentals?
Is AI That Good, Or Are We That Bad? Posted on March, 2025
The answer to the question, "Is AI that good, or are we that bad," is resounding … [Read more...]
Win Rates, Are You Important To Your Customer? Posted on February, 2025
Recently, I've been involved in a number of discussions about "Win Rates." … [Read more...]
Coaching Our Customers Posted on January, 2025
I recently wrote an updated version of "What Is Coaching?" In it, I focused on … [Read more...]
Love The Problem, Not The Solution! Posted on January, 2025
We are in enamored with, perhaps even in love with our products. We have … [Read more...]
AI, Freeing Up Selling Time....... Posted on October, 2024
Everyday, we see new ways that AI helps us accomplish more in less … [Read more...]
The Problem With "Solution" Selling Posted on September, 2024
OK, most sellers are clueless about solution selling. They've been taught to … [Read more...]
Where's The Customer? Posted on July, 2024
In the press of developing and executing our GTM strategies, there's a tendency … [Read more...]
Price, Cost, Value Propositions, Value Realization, Value Creation...... Posted on April, 2024
"Value" is a critical concept in everything we do, but particularly when we are … [Read more...]
Sales People Create Longer Cycles, Not Customers Posted on March, 2024
We know buying cycles are getting longer. It's easy to chalk it up to buyers, … [Read more...]
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