It's always terrible to start a blog post with a disclaimer. It's great to have … [Read more...]
Tag: Problem Solving
The Lost Opportunity Of Focusing On Customers With "Needs"
What Value Are You Creating For Your People? Posted on September, 2016
Some managers reading this title will be thinking, "Dave, you've got this … [Read more...]
The No A**hole Rule Posted on September, 2016
Almost 10 years ago, Bob Sutton published the "No A**hole Rule." For some … [Read more...]
If You Can't Write, You Can't Sell Posted on August, 2016
In the past few days, I've been embroiled in conversations about grammar and … [Read more...]
Should "A Players" Care About Grammar? Posted on August, 2016
I've been having a little fun at my friend Mike Weinberg's expense on LinkedIn. … [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...]
What About My Goals? A Time For Selfishness Posted on August, 2016
I had a call from a frustrated sales person. He said, "Dave, I read your stuff … [Read more...]
We Can Only Create Value With The Customer, Not For The Customer Posted on August, 2016
For regular readers, you probably are wondering, I've long talked about the … [Read more...]
WebMD And The 57% Posted on August, 2016
As happens from time to time, I had been feeling a little off for a few weeks. … [Read more...]
What's The Customer's "Whole Problem" Posted on August, 2016
Our focus, naturally, is on what we sell. More accurately, it's on what … [Read more...]
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