I went through my very first sales training class in the late 70's. We were … [Read more...]
Category: Transformation
Category: Transformation
The "Adaptable Selling Process"
Yearning To Be Unemployed!!! Posted on March, 2022
Dave Kurlan went on a fascinating rant on LinkedIn today. You should watch it. … [Read more...]
Predictable Buying Posted on March, 2022
In the roughly 11 years since Aaron Ross published Predictable Revenue, 1000's … [Read more...]
Misunderstanding Insights Posted on March, 2022
My inbox and InMail is filled with sales people trying to provide me … [Read more...]
Getting The Digital Buying Journey Wrong Posted on March, 2022
I visited the website of a very large enterprise software provider. I found … [Read more...]
Partnering And Selling Posted on March, 2022
I cringe every time I get an email or social media invitation, "Dave, we'd like … [Read more...]
Virtual Selling Is Not The Same Thing As Digital Buying Posted on March, 2022
According to much research and too many pundits on social media, the future of … [Read more...]
The Digital Buying Journey Frees Us To Create Real Value! Posted on March, 2022
We misunderstand the customer digital buying journey and what it means to our … [Read more...]
Why Are Sellers So Anxious To Kill Off Selling? Posted on March, 2022
There's a huge amount of discussion about the digital buying journey and the … [Read more...]
Rethinking Value Posted on February, 2022
I was having a fascinating conversation with a good friend and client. We were … [Read more...]
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