Yes, I know a few of you are scratching your heads saying, "What does Dave mean … [Read more...]
Tag: Change
Are You Dealing With The Problem Owner Or The Solution Owner?
Conflict Avoidance Posted on January, 2013
You'd think I shouldn't have to write a sales blog post about "Conflict … [Read more...]
'Tis The Season To Declare "The Death Of [Fill In The Blank]" Posted on January, 2013
The other day, Paul Dunay tweeted about an article on "The Death Of Marketing." … [Read more...]
A Virtual Sales MBA Posted on January, 2013
Matt Heinz came up with a very provocative idea. He created a self-education … [Read more...]
Preparation Enables You To Get Out Of Your Own Way Posted on January, 2013
Often, I get pushback from folks when I talk about leveraging a sales process, … [Read more...]
Don't Forget Your Sales Process Posted on December, 2012
This time of year always brings a convergence of all types of activity. We're … [Read more...]
No Decision Made!! Posted on December, 2012
"No Decision Made," is increasingly what we are hearing on deals in which we've … [Read more...]
Going To Extremes Posted on December, 2012
I read an outstanding, but frightening post entitle The Future Of Marketing Is … [Read more...]
Moving From Value Creation To Value Co-Creation Posted on November, 2012
As sales people we have been drilled and drilled in "Value Propositions." Over … [Read more...]
Your Ideas Are Worthless! Posted on November, 2012
For that matter, so are your plans and strategies! We spend a lot of time … [Read more...]
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