By now, hopefully, everyone knows the importance and power of Buyer Personas. … [Read more...]
Tag: Business Acumen
What About Seller Personas?
If You Can't Write, You Can't Sell Posted on August, 2016
In the past few days, I've been embroiled in conversations about grammar and … [Read more...]
Account Based Everything Posted on August, 2016
I'm somewhat amazed, but pleasantly so, about the sudden discovery of "Account … [Read more...]
What About My Goals? A Time For Selfishness Posted on August, 2016
I had a call from a frustrated sales person. He said, "Dave, I read your stuff … [Read more...]
Why Do We Continue To Get The Basics Of Value So Wrong? Posted on August, 2016
Hopefully, any person in a sales role knows the importance of value--whatever … [Read more...]
WebMD And The 57% Posted on August, 2016
As happens from time to time, I had been feeling a little off for a few weeks. … [Read more...]
Drive Sales With Product Knowledge, Drive More With Customer Problem Knowledge! Posted on July, 2016
I read an article entitled, "Drive Sales With Product Knowledge." It was a good … [Read more...]
All Your Help Is Killing Me!! Posted on June, 2016
Over the past years, sales people have become a prime target for "help." It's … [Read more...]
Solving Our Customers' Problems Posted on May, 2016
At its essence, sales is about finding customers who have problems we can solve, … [Read more...]
When Numbers Lie Posted on May, 2016
I was conducting a series of reviews with a team of sales executives. They were … [Read more...]
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