Sales people are often described as Hunters or Farmers. Hunters have been … [Read more...]
Tag: Change
No Room For Farmers!
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...]
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...]
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