When the customer perceives little difference between alternative solutions from … [Read more...]
Tag: Communicating
When All Else Is Equal, The Lowest Price Wins!
Hacking Selling Posted on December, 2014
Every day I get emails and messages from sales people trying to “Hack Selling.” … [Read more...]
Questions We Are Afraid To Ask Posted on December, 2014
Often, in talking about deals with sales people, there are things that just … [Read more...]
Design Your Customer Experience To Lose The Right Customers! Posted on November, 2014
I received an interesting email. A person had read a post I had written about … [Read more...]
Are You Answering The Right Question? Posted on November, 2014
I'm occasionally amused by some of the comments and responses my blog posts … [Read more...]
Don't Let Your Ego Get In The Way Of Your Effectiveness Posted on November, 2014
As sales people, we probably have strong egos. It's part of what gives us the … [Read more...]
Letting Our Customers Help Solve Our Problems Posted on November, 2014
Upon reading the title of this post, some of you are probably thinking, "Dave, … [Read more...]
Just Because We Have The Ability To Do Something Doesn't Mean It's Best Practice Posted on November, 2014
I've been writing about customer experience, bad prospecting, and other bad … [Read more...]
How To Ruin A Great Customer Experience Posted on October, 2014
I took my car in to be serviced the other day. The dealership has done a … [Read more...]
Marketing And Sales Alignment Or Integration? Posted on October, 2014
I'm fascinated about a lot of the discussion about marketing and sales … [Read more...]
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