Most of our "sales processes" are failing us. There are a couple of core … [Read more...]
Tag: Value Proposition
The New Sales Process
"Do You See Challenges We Aren't Managing Well?" Posted on March, 2022
I agreed to speak with the sales person. Responding to his email, I asked, "Do … [Read more...]
Partnering And Selling Posted on March, 2022
I cringe every time I get an email or social media invitation, "Dave, we'd like … [Read more...]
Virtual Selling Is Not The Same Thing As Digital Buying Posted on March, 2022
According to much research and too many pundits on social media, the future of … [Read more...]
The Digital Buying Journey Frees Us To Create Real Value! Posted on March, 2022
We misunderstand the customer digital buying journey and what it means to our … [Read more...]
Why Are Sellers So Anxious To Kill Off Selling? Posted on March, 2022
There's a huge amount of discussion about the digital buying journey and the … [Read more...]
Are You Asking The "Right" Questions Posted on March, 2022
We know effective questioning is critical for sellers and leaders. Virtually … [Read more...]
Forcing The Customer To Do "Our Jobs" Posted on March, 2022
It's no wonder customers are, increasingly, opting for a rep-free experience. … [Read more...]
Rethinking Value Posted on February, 2022
I was having a fascinating conversation with a good friend and client. We were … [Read more...]
Skating To Where The Puck Was! Posted on February, 2022
There's the famous Wayne Gretzky quote, "I skate to where the puck is going to … [Read more...]
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