The discovery part of the buying and selling proceesses are, perhaps, the most … [Read more...]
Tag: Sales Process
Do Our Discovery Questions Really Allow Us To Do That?
My New Book, Complex B2B Selling Posted on July, 2020
A reader asked me, "Dave, when are you publishing a book on complex B2B selling? … [Read more...]
Do Your Friggin Homework! Posted on June, 2020
We struggle with achieving goals and producing results. Whether it's … [Read more...]
Are You Managing The Process Or Is It Managing You? Posted on June, 2020
Deal review after deal review, I see the same thing. Sales people don't seem to … [Read more...]
Knowing Your Numbers Posted on June, 2020
I'm always stunned by the number of sales people and leaders that don't know … [Read more...]
On Planning And Preparation Posted on June, 2020
Anyone who has spent any time with me knows that I'm focused on planning and … [Read more...]
What's The Purpose Of A Pipeline Review? Posted on May, 2020
I sit in dozens of pipeline reviews. They all tend to have the same format, … [Read more...]
"I'm Selling As Hard As I Can, Why Aren't You Buying?" Posted on May, 2020
The universal lament of sales people is, "Why aren't my customers buying? I'm … [Read more...]
Why The "Obvious" Has Become Obvious Posted on April, 2020
The current global health and economic crises have spawned 100's of articles and … [Read more...]
"Playing The Game," Measuring The Right Things, Measuring Things Right Posted on March, 2020
A great client and I were having a conversation about sales performance. He's … [Read more...]
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