Bob Apollo wrote an outstanding post, Where Did That Close Date Come From? He … [Read more...]
Tag: Sales Strategies
"Target Close Date" Integrity
Customers Aren't Widgets Posted on December, 2016
I've always thought sales is more science than art. I believe selling is a set … [Read more...]
Why Don't We Take The Time To Do Things Right? Posted on November, 2016
It's oddly ironic, we never seem to take the time to do things right. We … [Read more...]
Understanding Customer Needs Posted on November, 2016
I was listening to a "discovery call." It wasn't much different than any other … [Read more...]
Transforming To A "Customer First" Sales Organization Posted on November, 2016
We know that we are supposed to be customer focused, but too many organizations … [Read more...]
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...]
All Customers Aren't Alike Posted on October, 2016
"Well Duuugggh Dave! Thanks for that stunning insight!?!" OK, now that you've … [Read more...]
Hunters In Major Accounts? Posted on October, 2016
Recently, I've been having a number of discussions on account based strategies, … [Read more...]
Encountering Resistance Posted on October, 2016
My friend, Charles Green, wrote a stunning article: Is Selling Too Hard, Maybe … [Read more...]
First Impressions Posted on October, 2016
I got one of those calls today. Not dissimilar to some of the other calls I've … [Read more...]
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