Yes, I know a few of you are scratching your heads saying, "What does Dave mean … [Read more...]
Are You Dealing With The Problem Owner Or The Solution Owner?
No Decision Made!! Posted on December, 2012
"No Decision Made," is increasingly what we are hearing on deals in which we've … [Read more...]
How Should Sales People Be Challenging Their Customers? Posted on December, 2012
Challenging, providing insight, getting your customers to think about their … [Read more...]
Reclaiming Our 70% Of The Customer Buying Process Posted on December, 2012
I wrote about 70% Of Buying Process Completed Without Sales Involvement! There … [Read more...]
70% Of Buying Process Completed Without Sales Involvement! Posted on December, 2012
I'm sorry if I'm starting to sound like a broken record, but I'm getting tired … [Read more...]
Moving From Value Creation To Value Co-Creation Posted on November, 2012
As sales people we have been drilled and drilled in "Value Propositions." Over … [Read more...]
Your Ideas Are Worthless! Posted on November, 2012
For that matter, so are your plans and strategies! We spend a lot of time … [Read more...]
The Power Our Questions Offer Our Customers Posted on November, 2012
Any sales person worth her salt knows how important questions are. They are … [Read more...]
Given A Choice, Customers Generally Prefer Not To Have Their Time Wasted Posted on November, 2012
I was struck by a sentence in the CEB's Sales Challenger Blog, "Given a choice, … [Read more...]
Applying Lean Practices To Sales And Marketing Posted on November, 2012
Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales … [Read more...]
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