Are "Challenging" and "Insight" synonymous? I had been mixing them together, … [Read more...]
Category: Transformation
Category: Transformation
Separating The Challenger Sales Person From Insight Delivery
"We Don't Have The Budget" Posted on June, 2013
"We don't have the budget" strikes fear into the hearts of all sales people. … [Read more...]
Competing For Mindshare Or Meaningshare Posted on June, 2013
Mindshare is top of mind(so to speak) in most marketing and sales … [Read more...]
Complexity Is Just An Excuse Posted on June, 2013
There is no question, our worlds are very complex. The challenges our customers … [Read more...]
Our Success Is Based On The Misery Of Our Customers! Posted on June, 2013
OK, maybe misery is too dramatic, but at its core, unless our customers are … [Read more...]
Who Is The Customer? Posted on June, 2013
Some of you are scratching your heads. What's Dave getting into? Aren't … [Read more...]
Buyer Verified Forecasts Posted on June, 2013
Imagine a world of accurate sales forecasts. Imagine prospects relieving sales … [Read more...]
How Do You Make Money? Posted on June, 2013
How Do You Make Money? This question, and it's variants, is probably the single … [Read more...]
Hanging Out Where Our Customers Hang Out Posted on June, 2013
I've been writing a several posts about social technologies and social selling … [Read more...]
Buying Is A High Risk Job! Posted on May, 2013
In my post, "Solving Our Problems," Tim Foster reminded me of something the … [Read more...]
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