I was involved in a discussion with a team on a very large opportunity. It … [Read more...]
Tag: Value Proposition
Your Competition Isn't Who You Think It Is
It's Not The Customer's Job To Figure Out How You Help! Posted on July, 2020
I am looking for some software tools to help our team. After listening to about … [Read more...]
My New Book, Complex B2B Selling Posted on July, 2020
A reader asked me, "Dave, when are you publishing a book on complex B2B selling? … [Read more...]
On Virtual Buying Posted on July, 2020
Zoom, Teams, Webex seem to rule our professional and even our private lives. We … [Read more...]
The Risky Path Forward Posted on July, 2020
Our collective worlds have been disrupted and changed forever. Whether it's how … [Read more...]
We Need Sellers Who "Sell," Not Take Orders Posted on June, 2020
I'm suppose, after all the years I've spent working with "sales people," I … [Read more...]
Prospecting Is Not An Event! Posted on June, 2020
We get so much about prospecting wrong. We reach out to people who are far … [Read more...]
Understanding The Numbers Posted on June, 2020
When we talk about business, we quickly get to talking about the … [Read more...]
Are You Managing The Process Or Is It Managing You? Posted on June, 2020
Deal review after deal review, I see the same thing. Sales people don't seem to … [Read more...]
Sales People Need To Pay Their Way! Posted on June, 2020
Over the past several weeks, I've gotten into a number of discussions about the … [Read more...]
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