I wrote a post, "Do Sellers Really Understand How Businesses Work." I wanted to … [Read more...]
Tag: Lean Sales And Marketing
Knowing How Things Work, Versus Knowing The Answers
"The Foot Bone Connected To The Leg Bone, The Leg Bone Connected To......" Posted on September, 2022
There's the old children's song, "The Skeleton Dance." It starts with "the foot … [Read more...]
Sales Management, We Understand The Pieces/Parts, But Not The Whole Posted on September, 2022
I'm continuing my series on the importance of understanding selling as a complex … [Read more...]
The "Sales Tolerance Stack Up Problem" Posted on September, 2022
As an engineer, I learned it is impossible to design and build the perfect part. … [Read more...]
Do Sellers Really Understand How Businesses Work? Posted on September, 2022
I've been reflecting on projects I've been helping clients with over the past … [Read more...]
The Challenge Of Insularity In Selling Posted on August, 2022
Insular: in-su-lar1. Characteristic of an isolated peopleespecially: being, … [Read more...]
Using What You Sell..... Posted on August, 2022
Some years ago, I was responsible for leading sales/marketing for IBM's … [Read more...]
Purposefulness And Focus In Selling Posted on August, 2022
Too often, we seem to be wandering, aimlessly, in our understanding of what our … [Read more...]
What Is Accountability? Posted on August, 2022
We discuss accountability a lot, but do we really understand what it is, are we … [Read more...]
Do Sales Enablement Professionals Need Selling Experience? Posted on August, 2022
A reader wrote me, "Dave do you think sales enablement professionals need … [Read more...]
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