Yesterday, I wrote about Value Creation. One individual raised an interesting … [Read more...]
Tag: Execution
Earning The Right To Be A Value Creator
Do Your Customers See You As An Interruption Or Value Creator? Posted on April, 2012
We struggle to get customers to see us. There are hundreds of blog post, … [Read more...]
If Your Sales Organization Is Underperforming, Would You Know? Posted on March, 2012
"Well duuuuuh Dave, what a stupid question, isn't easy to tell? After all, … [Read more...]
Is Your Closing Presentation Meaningful To Your Customer? Posted on March, 2012
Recently, I've been reviewing a lot of closing presentations. It's been for a … [Read more...]
Win Or Lose, Do It Fast! Posted on March, 2012
The only thing worse than losing is losing after a loooonnnnnnng sales cycle. … [Read more...]
The Key To Differentiation Posted on March, 2012
Differentiation is critical to sales. It sets us apart, enabling our customers … [Read more...]
"Pissing On The Ashes" Posted on March, 2012
My post yesterday stirred some discussion, Stop Spending So Much Time Coaching … [Read more...]
No Room For Farmers! Posted on March, 2012
Sales people are often described as Hunters or Farmers. Hunters have been … [Read more...]
With No Road Map Or GPS, We Lose Our Way Posted on March, 2012
Imagine you are in a new city. You've just landed at the airport, you have just … [Read more...]
Getting Marketing And Sales Together Posted on March, 2012
I commented on the results reported in IBM's outstanding survey of CMO's. The … [Read more...]
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