I'm continuing my series on the importance of understanding selling as a complex … [Read more...]
Tag: Business Acumen
Sales Management, We Understand The Pieces/Parts, But Not The Whole
Do Sellers Really Understand How Businesses Work? Posted on September, 2022
I've been reflecting on projects I've been helping clients with over the past … [Read more...]
Purposefulness And Focus In Selling Posted on August, 2022
Too often, we seem to be wandering, aimlessly, in our understanding of what our … [Read more...]
Do Sales Enablement Professionals Need Selling Experience? Posted on August, 2022
A reader wrote me, "Dave do you think sales enablement professionals need … [Read more...]
There Is Still "Low Hanging Fruit" In This Economy! Posted on August, 2022
We are going through all sorts of hand wringing and belt tightening as we look … [Read more...]
Customers Are Spending Less Time With Salespeople..... Posted on July, 2022
Both the data an our experiences show this, customers are spending less time … [Read more...]
Pay Attention To What We Say, Not How We Execute... Posted on July, 2022
My dad was a great teacher and role model. But every once in a while, I'd start … [Read more...]
Helping Customers Buy! Posted on July, 2022
We work to find a customer with a need to change. They have a problem that we … [Read more...]
Selling Process Or Buying Process? Posted on July, 2022
This is a trick question---but there is a lot of confusion about whether sellers … [Read more...]
Call Prep, Doing The Work! Posted on July, 2022
It seems in virtually every professional endeavor that the prep work is as … [Read more...]
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