I've been writing a series on the importance of systems thinking in buying and … [Read more...]
Tag: Business Acumen
Customers And Sellers, Conflicting Systems
"The Foot Bone Connected To The Leg Bone, The Leg Bone Connected To......" Posted on September, 2022
There's the old children's song, "The Skeleton Dance." It starts with "the foot … [Read more...]
Sales Management, We Understand The Pieces/Parts, But Not The Whole Posted on September, 2022
I'm continuing my series on the importance of understanding selling as a complex … [Read more...]
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...]
- « Previous Page
- 1
- …
- 4
- 5
- 6
- 7
- 8
- …
- 20
- Next Page »