This afternoon, the phone rang, I picked it up, "Hi, this is Dave … [Read more...]
Tag: Insight Selling
When The Customer Doesn't Respond The Way You Want Them To
What Your Customer Doesn't Know Can Kill Them! Posted on September, 2017
There are few industries in the world that aren't being disrupted in some … [Read more...]
Design Your Sales Calls For Success Posted on August, 2017
Some years ago, we did research on the effectiveness of sales calls and … [Read more...]
Knowledge Is Power Posted on August, 2017
Knowledge is power---this has been acknowledged for years. Let's assume that's … [Read more...]
It's Not About What Your Product Does.... Posted on August, 2017
Everyday, I speak with sales people who are struggling. They've got a rock … [Read more...]
Embracing Objections Posted on August, 2017
I just saw the term, "Objection free selling." In fairness to the person … [Read more...]
Where Did That Close Date Come From? Posted on August, 2017
Bob Apollo recently wrote a great piece, "Where Did That Close Date Come From?" … [Read more...]
Putting Yourself In Your Customers' Shoes Posted on July, 2017
As sales people, we need to put ourselves in our customers' … [Read more...]
The Buying Process, It Only Happens 1 Time! Posted on July, 2017
Customers struggle with buying. There's a huge amount of data indicating the … [Read more...]
Value Creation, Are Your Customers Holding Up Their End? Posted on July, 2017
I wrote, The Arrogance Of Creating Value For The Customer. Most of the time … [Read more...]
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