Recently, I've been reading a series of discussions debating the concept, "Can … [Read more...]
Tag: Execution
Is "Helping Our Customers" Incompatible With Selling?
Whose Deal Is This? Posted on March, 2021
Who in the sales organization owns the responsibility for a deal? Who is … [Read more...]
If Buyers Are Failing, Sales Can't Succeed Posted on March, 2021
Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better … [Read more...]
How Do We Win? Posted on March, 2021
Participating in deal reviews, I often ask the question, "How do we win?" The … [Read more...]
Attention To Detail.... Posted on March, 2021
Perhaps one of the most important capabilities/skills for sales people and … [Read more...]
Figuring Things Out! Posted on March, 2021
Sadly, the trend in developing sales people skills is toward a higher level of … [Read more...]
Give Your People The Chance To Do Their Jobs! Posted on February, 2021
It's funny, every once in a while I find myself in similar conversations with … [Read more...]
Ban "Corporate Glamour Charts!" Posted on February, 2021
I was reviewing a presentation a client was preparing for a critical customer … [Read more...]
"Heroic Sales Efforts" Posted on February, 2021
We all have them, the "Must Win Deals," where we pull out all the stops. We do … [Read more...]
The Power Of Role Plays Posted on February, 2021
You are probably shocked. "Dave doesn't write about this stuff, he usually … [Read more...]
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