Discovery and qualifying are critical to sellers. We use discovery to understand … [Read more...]
Tag: Customer Experience
Discovering And Qualifying Is Not Just For Sellers
"Foreign Language" Training Must Be Mandatory For Sellers!! Posted on May, 2023
A lot of you might be scratching your heads, "What is Dave talking about, all … [Read more...]
Reimagining The "Corporate Deck" Posted on May, 2023
We've all done it---we've victimized our prospects and customers with the … [Read more...]
What Are Our Customers Really Buying? Posted on May, 2023
Many lifetimes ago, I was the Executive Assistant (today we call it Chief of … [Read more...]
Simplifying Value Creation Posted on May, 2023
As sellers and leaders, we know we are supposed to create value--for our … [Read more...]
But Isn't That What Consultants Do...... Posted on May, 2023
I was talking to a colleague about the lost opportunity sellers have in helping … [Read more...]
Business Focused Buying, Product Focused Selling---Never The Twain Shall Meet Posted on April, 2023
Our customers are focused on addressing their business issues--whether … [Read more...]
"What Does This Mean?" Posted on April, 2023
"What does this mean" is probably the most important question we and our … [Read more...]
Our Customers Are Changing Faster Than We Are! Posted on April, 2023
There seems to be an arrogance or conceit in so many of the conversations I see … [Read more...]
Obsessing About What Our Customers Think Of Us Posted on April, 2023
One of my favorite wastes of 30 minutes, every Friday, is to listen to Coffee … [Read more...]
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