I went through my very first sales training class in the late 70's. We were … [Read more...]
Tag: Customer Experience
The "Adaptable Selling Process"
A Script Isn't A Call Plan! Posted on March, 2022
I'm almost ashamed to be writing on the topic of call planning/execution. It is … [Read more...]
It's Not My Job To Do Your Job! Posted on March, 2022
I get dozens of requests a day. Most are people wanting me to do something for … [Read more...]
Getting The Digital Buying Journey Wrong Posted on March, 2022
I visited the website of a very large enterprise software provider. I found … [Read more...]
It's Account Planning Season Posted on March, 2022
Now that SKO season has passed, we've got our annual quotas, we've started … [Read more...]
The New Sales Process Posted on March, 2022
Most of our "sales processes" are failing us. There are a couple of core … [Read more...]
"Do You See Challenges We Aren't Managing Well?" Posted on March, 2022
I agreed to speak with the sales person. Responding to his email, I asked, "Do … [Read more...]
Partnering And Selling Posted on March, 2022
I cringe every time I get an email or social media invitation, "Dave, we'd like … [Read more...]
Virtual Selling Is Not The Same Thing As Digital Buying Posted on March, 2022
According to much research and too many pundits on social media, the future of … [Read more...]
The Digital Buying Journey Frees Us To Create Real Value! Posted on March, 2022
We misunderstand the customer digital buying journey and what it means to our … [Read more...]
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