I have lots of different conversations with sales executives. They cover any … [Read more...]
Organizations Are Reflections Of Leaders' Priorities
Understanding Customer Needs Posted on November, 2016
I was listening to a "discovery call." It wasn't much different than any other … [Read more...]
Transforming To A "Customer First" Sales Organization Posted on November, 2016
We know that we are supposed to be customer focused, but too many organizations … [Read more...]
How Much Do You Care? Posted on November, 2016
Sales success isn't so much about selling skills, techniques and approaches. … [Read more...]
We Become Commoditized Only When We Let Ourselves Be Commoditized! Posted on November, 2016
I read an article about the seeming inevitability of commoditization. We … [Read more...]
Everything Has Changed In Buying/Selling, Except Us! Posted on November, 2016
Reflect back on your career in sales. For some of you, it's only a few years, … [Read more...]
Sales Success Starts With Your Mindset Posted on October, 2016
There are all sorts of books and articles that talk about the attributes of high … [Read more...]
All Customers Aren't Alike Posted on October, 2016
"Well Duuugggh Dave! Thanks for that stunning insight!?!" OK, now that you've … [Read more...]
Are Your Sales People "Organizationally Savvy?" Posted on October, 2016
Clearly we live in worlds of increasing complexity. The issues our customers … [Read more...]
The Crisis In Sales Performance Posted on October, 2016
Whatever way you look at it, we are facing a crisis in sales performance. The … [Read more...]
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