I was reviewing a presentation a client was preparing for a critical customer … [Read more...]
Tag: Execution
Ban "Corporate Glamour Charts!"
"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...]
"One Size Fits All....." Posted on February, 2021
Each of our customers' strategies, goals, priorities, culture, and values are … [Read more...]
Making Sense Of Sensemaking Posted on February, 2021
I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for … [Read more...]
Rethinking Sales Enablement Posted on February, 2021
Billions are invested in sales enablement programs, worldwide. We have tools, … [Read more...]
Being Helpful To Customers Posted on February, 2021
Increasingly, we are learning the key to our success, as sales people, is to be … [Read more...]
Meeting Complexity With Complexity Posted on January, 2021
We are surrounded by complexity--in our business, in our communities, in our … [Read more...]
Selling Is A Human Process Posted on January, 2021
In the past 10 years, we've done everything we can to take the "human" out of … [Read more...]
Getting What We Want Posted on January, 2021
Sales people are singularly focused on making sales---getting the PO. In some … [Read more...]
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