Mid-year is approaching. I'm talking to a lot of people about where they are … [Read more...]
Tag: Overcoming Crises
Only One Thing Is Sacrosanct To Sales
Customer And Market Transitions Wait For No One Posted on April, 2012
I was struck by this comment from John Chambers, Chairman and CEO of Cisco, " We … [Read more...]
Customer Retention, Customer Service, Customer Experience The Rant Goes On Posted on March, 2012
A couple of days ago, I ranted, in part, about my experience with my past … [Read more...]
Sometimes The Customer Just Needs To Decide! Posted on February, 2012
I was reviewing a sales situation with a client earlier today. The sales person … [Read more...]
Wanting To Buy Is Insufficient, Does Your Customer NEED To Buy? Posted on February, 2012
Some of you reading the title will say, "Dave's really gone off the deep end … [Read more...]
Facing Reality Posted on January, 2012
One of the things I love the most about sales people is the eternal optimism. … [Read more...]
Average Is Over Posted on January, 2012
I read a fascinating Op Ed piece by Tom Friedman in the New York Times, Average … [Read more...]
What If We're Not Important? Part 2 Posted on January, 2012
As I mentioned in the previous, What If We're Not Important post, it's always … [Read more...]
What If We're Not Important? Posted on January, 2012
It's difficult to imagine what we sell might be unimportant. It's important to … [Read more...]
Performance Management Friday --- Win/Loss Analysis Posted on January, 2012
Win/Loss Analysis is critical in helping us improve our results. But there are … [Read more...]
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