Selling is about creating value.... Well, yeah, ... but we have differing … [Read more...]
Tag: Change
Are We Creating The Value Our Customers Value?
Buying Is Human...... Posted on November, 2022
Some readers will look at this title, thinking, "Here Dave goes, getting all … [Read more...]
......Putting In The Time..... Posted on October, 2022
I was in a fascinating discussion with a group of thoughtful sales managers. … [Read more...]
Our Fears Of Losing.... Posted on October, 2022
Classically, we tend to view winning and losing as two sides of the same coin. … [Read more...]
Isn't It All About The Buying Process? Posted on October, 2022
Yesterday, I published a rather long article on the Selling Process. It's part … [Read more...]
The Selling Process--Yep, That Again Posted on October, 2022
Continuing my series of posts on the things we thought we understood about … [Read more...]
"Selling Would Be So Great If It Weren't For Those Friggin Customers!" Posted on September, 2022
I'm stunned by how many sellers hate their customers! Sit and talk with a group … [Read more...]
Discovery, It Isn't All About Us Posted on September, 2022
Continuing my series on selling skills we thought we knew but really don't … [Read more...]
Do More, Do Better, Do Differently.... Posted on September, 2022
We are driven to grow, to drive much higher levels of revenue and attainment. … [Read more...]
We Shouldn't Be Surprised By "Quiet Quitting" Posted on September, 2022
"Quiet quitting" isn't so quiet anymore. It, also, isn't that new. We've seen … [Read more...]
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