We all know the shifts in buying. The web offers a tremendous resource to all … [Read more...]
Tag: Change
Customers Are Self Educating/Informing, But What Are They Learning?
Customer And Market Transitions Wait For No One Posted on April, 2012
I was struck by this comment from John Chambers, Chairman and CEO of Cisco, " We … [Read more...]
Sales Performance Management---Effectiveness And Efficiency Posted on April, 2012
As sales professionals and sales leaders, we are constantly focused on achieving … [Read more...]
No Room For Farmers! Posted on March, 2012
Sales people are often described as Hunters or Farmers. Hunters have been … [Read more...]
Struggling With Intolerance Posted on March, 2012
The other day, my friend Jill Konrath wrote a compelling post, Silence Is … [Read more...]
Customer Experience And Silos Posted on March, 2012
We organize our companies by function--sales, marketing, customer service, … [Read more...]
Marketing And Sales--Inseparable Posted on March, 2012
I just read the IBM 2011 Global CMO Marketing Study. It's a fascinating report, … [Read more...]
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...]
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