Discovery and qualifying are critical to sellers. We use discovery to understand … [Read more...]
Category: Transformation
Category: Transformation
Discovering And Qualifying Is Not Just For Sellers
"Foreign Language" Training Must Be Mandatory For Sellers!! Posted on May, 2023
A lot of you might be scratching your heads, "What is Dave talking about, all … [Read more...]
Reimagining The "Corporate Deck" Posted on May, 2023
We've all done it---we've victimized our prospects and customers with the … [Read more...]
Becoming The "Topic Authority" Posted on May, 2023
Most of our marketing and selling efforts focus on becoming the … [Read more...]
BHAGs And Radical Simplification Posted on May, 2023
BHAGs are "Big Hairy Audacious Goals." The term was, apparently, developed by … [Read more...]
Reflections And An Apology Posted on May, 2023
Recently, a very close friend referred to me as "David Downer," referring to the … [Read more...]
Going Beyond The Data.... Posted on May, 2023
We are blessed with enormous amounts of data on virtually everything. Data on … [Read more...]
What Are Our Customers Really Buying? Posted on May, 2023
Many lifetimes ago, I was the Executive Assistant (today we call it Chief of … [Read more...]
"Our Solutions Address All These Problems...." Posted on May, 2023
Often, we have solutions and capabilities that address a wide range of customer … [Read more...]
Activities, Outputs, Outcomes---What's The Difference? Posted on May, 2023
The "new" sales mantra seems to be all about activity. Our managers measure us … [Read more...]
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