For years, we've been trained, "Customers want solutions." The best of us try … [Read more...]
Tag: Change
Co-Creation Critical To Selling Solutions
Stop Worrying About The Questions Your Customers Are Asking! Posted on February, 2013
Don't get me wrong, you have to be responsive to your customers. You have to … [Read more...]
The Right Stuff Posted on January, 2013
The Right Stuff -- a famous book by Tom Wolfe turned into a decent movie, was … [Read more...]
Are You Dealing With The Problem Owner Or The Solution Owner? Posted on January, 2013
Yes, I know a few of you are scratching your heads saying, "What does Dave mean … [Read more...]
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...]
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