Too often, we seem to be wandering, aimlessly, in our understanding of what our … [Read more...]
Tag: Value Proposition
Purposefulness And Focus In Selling
"We Live In A World Of Uncertainty......" Posted on August, 2022
"We live in a world of uncertainty, that may not be a flaw, but a feature of our … [Read more...]
Do Sales Enablement Professionals Need Selling Experience? Posted on August, 2022
A reader wrote me, "Dave do you think sales enablement professionals need … [Read more...]
There Is Still "Low Hanging Fruit" In This Economy! Posted on August, 2022
We are going through all sorts of hand wringing and belt tightening as we look … [Read more...]
What About Digital Buying Rooms? Posted on July, 2022
There's a lot of good conversation around creating Digital Selling Rooms. … [Read more...]
Customers Are Spending Less Time With Salespeople..... Posted on July, 2022
Both the data an our experiences show this, customers are spending less time … [Read more...]
A Guaranteed Method Of Getting Customer Meetings! Posted on July, 2022
Everything I read, every conversation I have with sellers; the same issue … [Read more...]
What Our Customers Are Trying To Learn.... Posted on July, 2022
As sellers, we seem to think the most important thing to our customers is … [Read more...]
Helping Customers Buy! Posted on July, 2022
We work to find a customer with a need to change. They have a problem that we … [Read more...]
Selling Process Or Buying Process? Posted on July, 2022
This is a trick question---but there is a lot of confusion about whether sellers … [Read more...]
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