Selling is about creating value.... Well, yeah, ... but we have differing … [Read more...]
Tag: Sensemaking
Are We Creating The Value Our Customers Value?
"Customers Only Spend 5% Of Their Time With Sellers!" Posted on November, 2022
I read a post from a "thought leader." If focused on how profoundly selling is … [Read more...]
Sales Conversations? Posted on November, 2022
Everyday I read articles about how to conduct sales conversations. They get … [Read more...]
Buying Is Human...... Posted on November, 2022
Some readers will look at this title, thinking, "Here Dave goes, getting all … [Read more...]
Foundations Of Value Creation Posted on November, 2022
Customers buy value, not price! We know the importance of creating a strong … [Read more...]
Should Sellers Do Their Own Research? Posted on October, 2022
I see a lot of discussions about "forcing sellers to waste selling time by doing … [Read more...]
Squandered Opportunity Posted on October, 2022
Selling is tough! I can't imagine more of an understatement. Despite all the … [Read more...]
Value Realization Is Only Table Stakes, What Differentiates Us? Posted on October, 2022
Recently, I read a pretty old article in HBR: Business Marketing: … [Read more...]
Our Fears Of Losing.... Posted on October, 2022
Classically, we tend to view winning and losing as two sides of the same coin. … [Read more...]
Ask Us (Almost) Anything! Posted on October, 2022
I'm excited to announce a new LiveStream series! Aaron Evans and I are … [Read more...]
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