It seems imitation is rampant, we're surrounded by it. Often there seem to be … [Read more...]
Tag: Strategy
Imitation May Be A Sincere Form Of Flattery, But It's A Loser's Strategy
Quantity Or Quality Posted on July, 2011
For those of you that follow me, you may think, "Here's Dave ranting about … [Read more...]
Good Revenue And Bad Revenue Posted on June, 2011
There's the old -- and still good -- maxim in sales, follow the money. As sales … [Read more...]
How Did You Arrive At This Perception Of Our Solution? Posted on June, 2011
It used to be that sales people were the principal source of information about … [Read more...]
Do You Really Want To Sell? Posted on June, 2011
Do you really want to sell? This may seem an odd question--since presumably … [Read more...]
In Winning, It's The Little Performance Differences That Count Posted on June, 2011
For those of you who have followed me for some time, you know I'm an avid … [Read more...]
Sales Intelligence--It's About Connecting The Dots Posted on June, 2011
OK, before I start, let's get all the comments about Sales Intelligence being an … [Read more...]
No Sales Model Is Forever, What To Do When What Worked Isn't Working Posted on May, 2011
Often, I go into a sales organization that is struggling and am amazed to see … [Read more...]
Customers Don't Know How To Buy! Posted on May, 2011
One of the biggest mistakes sales people make is overestimating their customers’ … [Read more...]
Buyer Persona's -- A Great Starting Point For Sales! Posted on May, 2011
I'm a tremendous fan of Buyer Personas*. Anyone who isn't leveraging this … [Read more...]
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