A few days ago, a reader contacted me with a great question: "Dave, you always … [Read more...]
Category: Transformation
Category: Transformation
Create Value In Every Meeting
Are You Playing To Win? Sales Professionals Need To Leverage New Capabilities. Posted on July, 2009
Webinar: Driving Demand in a Demanding MarketJuly 15 1:00 PM PST / 4 PM ESTAs a … [Read more...]
Table Stakes Are Changing -- How Do We Up The Ante? Posted on June, 2009
I just finished a conversation with a client. He is the EVP of Sales for a high … [Read more...]
Delivering Value Through Channel Partners Posted on June, 2009
To many sales and business executives, developing channels, reseller … [Read more...]
People Don't Like To Be Sold---But They Do Like To Buy! Posted on June, 2009
This is the quandary of the traditional sales person---they sell, but we all … [Read more...]
Creating Value---Business And Personal Posted on June, 2009
I've been writing about creating differentiated value for your customers. Let me … [Read more...]
Setting Yourself Apart, Developing and Communicating Differentiated Value Posted on June, 2009
A compelling and differentiated value proposition is critical in selling—we all … [Read more...]
The Sales Game Has Changed, Are You Playing To Win? Posted on June, 2009
Webinar: Driving Demand in a Demanding MarketJuly 15 11 AM PST / 2 PM ESTAs a … [Read more...]
Features, Advantages, Benefits----Change Your Point Of View To Succeed! Posted on May, 2009
The other day, Niall Devitt and I were having a conversation about the … [Read more...]
What's It Take To Be A Major Account Rep? Posted on May, 2009
The other day, a sales person I had coached a few years ago called me up. He was … [Read more...]