There's no doubt digital technologies and social media are changing the way we … [Read more...]
Category: Transformation
Category: Transformation
"The Modern Buyer Is Digitally Driven, Socially Connected....."
How Is Your Time Being Spent? Posted on May, 2015
"Time available for selling" is plummeting. Several years ago, we assessed how … [Read more...]
Change Sucks! Posted on April, 2015
Change sucks, particularly when it's inflicted on us. Often, don't understand … [Read more...]
Buying Acceleration Posted on March, 2015
It's become fashionable to talk about Sales Acceleration. I suppose it seems … [Read more...]
"Delivering Your Value Proposition" Is Not A Step In Your Sales Process! Posted on March, 2015
Before going further in this article, stop for a moment and look at the steps … [Read more...]
Throw Away Your Value Proposition, It's Meaningless! Posted on March, 2015
Hold onto your outbursts of, "Dave, you've lost it!" Also, recognize that I … [Read more...]
When Are We Being Manipulative? When Is It Just Best Practice? Posted on March, 2015
Few would promote blatant manipulation of the customer to achieve our goals. We … [Read more...]
Understanding Transactional Buying Posted on February, 2015
There are 1000's of articles about transactional selling. The collective wisdom … [Read more...]
The Entrepreneurial Spirit In Sales, A Discussion With Nikolaus Kimla Posted on February, 2015
Today I had the great pleasure of participating in a discussion of the … [Read more...]
Crossing The Chasm, Selling And Buying Process Posted on January, 2015
First, apologies to Geoffrey Moore and his seminal book Crossing The … [Read more...]
- « Previous Page
- 1
- …
- 80
- 81
- 82
- 83
- 84
- …
- 118
- Next Page »