"What are you talking about Dave? Qualifying is the job of sales, why are you … [Read more...]
What About Challenger Buying!
I've written quite a bit about Challenger Selling and it's many related … [Read more...]
Facing Reality
One of the things I love the most about sales people is the eternal optimism. … [Read more...]
What If…..
I started my career selling mainframe computers for IBM. When I joined IBM, … [Read more...]
Stacking The Deck!
I've got a terrible confession to make. I cheat. I don't want to play fair and … [Read more...]
Average Is Over
I read a fascinating Op Ed piece by Tom Friedman in the New York Times, Average … [Read more...]
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