I cringe every time I get an email or social media invitation, "Dave, we'd like … [Read more...]
Tag: Value Proposition
Partnering And Selling
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...]
The Problem With "Discovery" Posted on February, 2022
For decades, sales people have been taught about the importance of "Discovery." … [Read more...]
The New Sales Channel Posted on February, 2022
Channels "partners" have been a part of sales ever since sales have existed. … [Read more...]
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