It's oddly ironic, we never seem to take the time to do things right. We … [Read more...]
Tag: Sales Strategies
Why Don't We Take The Time To Do Things Right?
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...]
When Less Is More! Posted on October, 2016
We have a complexity crisis in our organizations. There is no place where it … [Read more...]
Training Our Customers To Want The 57%! Posted on October, 2016
There's so much misunderstanding about the data point published by CEB a number … [Read more...]
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