"Well Duuugggh Dave! Thanks for that stunning insight!?!" OK, now that you've … [Read more...]
Tag: Future Of Buying
All Customers Aren't Alike
Are You Selling What Your Customer Is Buying? Posted on October, 2016
I'll jump to the bottom line, then retrace my steps. "Customer buy holes in … [Read more...]
The Crisis In Sales Performance Posted on October, 2016
Whatever way you look at it, we are facing a crisis in sales performance. The … [Read more...]
Training Our Customers To Want The 57%! Posted on October, 2016
There's so much misunderstanding about the data point published by CEB a number … [Read more...]
Focus On The Customer Journey, Not Their Buying Journey Posted on September, 2016
Over the years, we've made some progress, shifting our focus from our Selling … [Read more...]
Account Based Everything Re-Imagined Posted on September, 2016
I love the emerging focus on Account Based Everything. The principles of … [Read more...]
The Lost Opportunity Of Focusing On Customers With "Needs" Posted on September, 2016
It's always terrible to start a blog post with a disclaimer. It's great to have … [Read more...]
Who Owns The Customer Relationship? Posted on August, 2016
We often talk about relationships in sales, saying relationships matter. There … [Read more...]
Predictably Unpredictable Posted on August, 2016
Over the past few years there's been a huge rush to "predictability" in sales … [Read more...]
Turning The Volume Up Won't Get You More Attention Posted on August, 2016
Recently, I was asked to comment on the impact of attention scarcity in modern … [Read more...]
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