It's become fashionable to talk about Sales Acceleration. I suppose it seems … [Read more...]
Category: Transformation
Category: Transformation
Buying Acceleration
"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...]
Creating Low Effort Customer Experiences --- A Conversation With Dione Hedgpeth Of Apptio Posted on January, 2015
Low effort for the customer, that is! Too often, we get customer experience … [Read more...]
Our Customers Can't Afford For Us To Wait Until They Are 70% Through Their Buying Cycle! Posted on January, 2015
It's that time of year again, there are lots of posts around the popular … [Read more...]
Buyers Get Smarter Through The Buying Cycle Posted on January, 2015
Andy Paul and I exchanged emails on my post The Heisenberg Uncertainty Principle … [Read more...]
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