I was listening to a "discovery call." It wasn't much different than any other … [Read more...]
Tag: Sales Process
Understanding Customer Needs
Everything Has Changed In Buying/Selling, Except Us! Posted on November, 2016
Reflect back on your career in sales. For some of you, it's only a few years, … [Read more...]
When Less Is More! Posted on October, 2016
We have a complexity crisis in our organizations. There is no place where it … [Read more...]
Focus On The Customer Journey, Not Their Buying Journey Posted on September, 2016
Over the years, we've made some progress, shifting our focus from our Selling … [Read more...]
Getting The Most Out Of Dreamforce Posted on September, 2016
In a few weeks the annual migration to Dreamforce will occur. I've only been to … [Read more...]
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...]
Short-Cuts Always Come Up Short Posted on September, 2016
Under pressure, it's human nature to take short-cuts. We have the tendency to … [Read more...]
What Does Greatness Look Like? Posted on September, 2016
In meeting with individual and executives, I often hear, "I/We want to be great … [Read more...]
How SaaSy Is Your Sales Model? Posted on June, 2016
SaaS has become all the rage of businesses these days. Of course it's … [Read more...]
What's The Most Important Customer Question Sales People Probably Can't Answer? Posted on June, 2016
We equip our sales teams with the ability to answer any question customers might … [Read more...]
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