We've all been taught the importance of "discovery." It's that process where we … [Read more...]
Tag: Business Acumen
The Problem With Our "Discovery Process"
Your Customers Aren't Buying Your Product, So Why Do You Keep Selling It? Posted on December, 2020
I've been sitting in a lot of deal reviews recently. The clients are in varied … [Read more...]
Templates, Scripts, Context, and Variability Posted on November, 2020
I read a fascinating discussion led by Jeff Molander on the Copy … [Read more...]
What Do I Do With The Answers To These Questions? Posted on October, 2020
I had a fascinating call with a young sales person. He'd been reading a lot of … [Read more...]
The Five "Why's" Posted on September, 2020
The "5 Why's" is a tool developed decades ago, attributed to Sakichi Toyoda in … [Read more...]
"We Need To Discount....." Posted on July, 2020
It was a morning of deal reviews. The sales person was reviewing the deals … [Read more...]
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...]
"I'm Selling As Hard As I Can, Why Aren't You Buying?" Posted on May, 2020
The universal lament of sales people is, "Why aren't my customers buying? I'm … [Read more...]
What Do Our Customers Care About Now? Posted on April, 2020
We are experiencing the mother of all "trigger events." No company, no … [Read more...]
Time Available For Selling Posted on January, 2020
Without a doubt, sales people have a lot of things that distract them from being … [Read more...]
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