No, today's post isn't about some esoteric view of people's agendas--how we … [Read more...]
Tag: Customer Experience
Agenda's
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...]
Selling Process Or Buying Process? Posted on February, 2012
My post yesterday, The Secret To Sales Success, stirred up a twitter discussion … [Read more...]
You Have To Care To Differentiate Your Value Posted on February, 2012
The rise of "Big Data," rich analytics and other capabilities enables sales and … [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...]
Average Is Over Posted on January, 2012
I read a fascinating Op Ed piece by Tom Friedman in the New York Times, Average … [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...]
What If We're Not Important? Part 2 Posted on January, 2012
As I mentioned in the previous, What If We're Not Important post, it's always … [Read more...]
What If We're Not Important? Posted on January, 2012
It's difficult to imagine what we sell might be unimportant. It's important to … [Read more...]
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