I'm often amazed by the discussions--or absence of discussions on … [Read more...]
Tag: Competition
Does Your Customer Understand Your Differentiation?
It's Not About The Form/Template Posted on November, 2013
The other day I wrote, "It's Account Planning Season" again. Commenting on the … [Read more...]
Sales And Procurement, Racing Toward Each Other Posted on August, 2013
As sales and marketing professionals, we're consumed with the change in our … [Read more...]
What Is Your Customer Trying To Achieve? Posted on August, 2013
Too often, both we and our customers get so caught up in activities that we lose … [Read more...]
Can Insight Become Commoditized? Posted on July, 2013
Forgive me for thinking out loud. Insight--selling with Insight is what … [Read more...]
The "Street Price" Is All That Counts Posted on July, 2013
Go to any bazaar or souk in the Middle East or Africa, go to a marketplace in … [Read more...]
Complexity Is Just An Excuse Posted on June, 2013
There is no question, our worlds are very complex. The challenges our customers … [Read more...]
Who Is The Customer? Posted on June, 2013
Some of you are scratching your heads. What's Dave getting into? Aren't … [Read more...]
Try Selling Sand Posted on May, 2013
As much as sales people try to sell solutions or sell value, too often they fall … [Read more...]
Questions We're Afraid To Ask Posted on May, 2013
We all have them, Questions We're Afraid To Ask. They're obvious, but we're … [Read more...]
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