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Innovation is a hot topic these days.  I've been thinking about it a lot, particularly in selling.  There's a lot going on in selling.  Sales 2.0 generates a Read More

From a sales point of view, it's easy to understand that Value Is A Mystery, after all the only side of value that we know is what we can do, our products, services, capabilities, reputation, and so forth. But until we know how our customer define value, it's a mystery to us. Sure we can approximat Read More

I’ve written about this in the past, I’m a strong advocate of social networking and the tools. But declaring the future of selling to be social can be likened to declaring decades ago, “The Future Of Selling—It’s Automotive,” or “The Future Of Selling – It’s The Telephone,” or “The Future Of Sellin Read More

I had an interesting email exchange the other day.  Someone had read many of my post on the Selling Process.  He posed a question about the sales process for Read More

Just opened an email.  It started with, I don't mean to interrupt you.......  I hope he did mean to interrupt me, isn't that the point?  Don't we want to Read More

Tis the season to be talking about the Death Of Sales. which I'll shamelessly exploit. As the year ends, I'm seeing a lot of blogs forecasting the death of sales. However, it seems that we've had the discussion, over and over and over..... Other than being great blog fodder, I sometimes wonder why Read More

As I was hanging up on a call with a new prospect today, the prospect said something that caught me off guard. He said, Dave, I want to thank you for calling me right on time. So few people do that, it's important to me and tells me a little about your professionalism. I really appreciate your resp Read More

A week ago, I wrote a post,'Me Too,' Is Not A Value Propsition! With this post you'll think that I've gone mad or am speaking out of both sides of my mouth. But actually this article and the Me Too article represent different stages our Value Propositions go through -- at least in B2B sales. Read More

Over the past few weeks, I’ve been mulling over ideas on Lean Selling----no not what you think.  Every sales organization I work with is lean—cutbacks have Read More

Who are we selling against?  It's a question I hear as I do deal reviews everyday.  I see variants of this in blog posts, LinkedIn questions, and other Read More