I just read the IBM 2011 Global CMO Marketing Study. It's a fascinating report, … [Read more...]
Tag: Change
Marketing And Sales--Inseparable
Sometimes The Customer Just Needs To Decide! Posted on February, 2012
I was reviewing a sales situation with a client earlier today. The sales person … [Read more...]
Shifting The Curve Posted on February, 2012
I'm amazed by many of the discussions I read about sales performance … [Read more...]
Wanting To Buy Is Insufficient, Does Your Customer NEED To Buy? Posted on February, 2012
Some of you reading the title will say, "Dave's really gone off the deep end … [Read more...]
Are Your Customers Doing The Right Job Of Qualification? Posted on February, 2012
"What are you talking about Dave? Qualifying is the job of sales, why are you … [Read more...]
What About Challenger Buying! Posted on January, 2012
I've written quite a bit about Challenger Selling and it's many related … [Read more...]
A Different Take On Challenging Conversations Posted on January, 2012
I've been writing a lot about changing the conversation, about challenging our … [Read more...]
What If We're Not Important? Part 2 Posted on January, 2012
As I mentioned in the previous, What If We're Not Important post, it's always … [Read more...]
What If We're Not Important? Posted on January, 2012
It's difficult to imagine what we sell might be unimportant. It's important to … [Read more...]
I Thought I Had Solved World Hunger Posted on January, 2012
Not long ago, my wife had to be away from home for a week. It happened to be a … [Read more...]
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