In reading the title, many of you may be asking, "Dave to you get up on the … [Read more...]
Tag: Lean Sales And Marketing
Activities Or Results, What Should We Do?
Solving Our Customers' Problems Posted on May, 2016
At its essence, sales is about finding customers who have problems we can solve, … [Read more...]
Please Stop Insisting We Have A Problem Posted on May, 2016
I really appreciate sales people who bring us new insights about things … [Read more...]
Your Value Proposition Isn't What You Say Posted on May, 2016
I'm amazed at the number of sales people that continue to think their value … [Read more...]
Fallacies In Our Thinking About A, B, And C Players Posted on May, 2016
Management and sales management literature is filled with endless discussions … [Read more...]
What's Your Ask/Tell Ratio? Posted on May, 2016
Whether you are a manager or a sales person, your Ask/Tell ratio is critical to … [Read more...]
There Are No Cliff Notes To Success Posted on May, 2016
I'm ashamed to admit it, but at one time, I was addicted to Cliff Notes. … [Read more...]
Complex Or Simple Buying Process Posted on April, 2016
Over the past few months, I've been reviewing a lot of my thinking about … [Read more...]
We Don't Need No Stinkin Sales People! Posted on April, 2016
I'm amazed by the number of CEO's I speak with that don't want to have sales … [Read more...]
Is Your Mindset Limiting You? Posted on March, 2016
Recently, I've been having a number of conversations about Mindset. I've been … [Read more...]
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