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Change is a struggle for everyone--individuals and organizations.  The business world is littered with the carcasses of once great organizations that clung to Read More
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As sales professionals, we're supposed to really understand our customers-their markets, industries, businesses, functions--and their jobs.  It's critical in Read More
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We want to establish relationships with our customers.  We want to be helpful.  But sometimes being helpful isn't helpful--to us in achieving our objectives Read More
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We're all proud of our value propositions!  We feature them in our web sites, we're trained to brag about them to our customers.  Usually, when I hear people Read More
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Yesterday, I was talking to one of the smartest sales executives I've ever met.  We were talking about, what else, selling with Insight.  His team had quietly Read More
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Sales professionals are very numbers focused.  Where are we on quota attainment?  What revenue is produced today, this week, this month, this quarter?  How Read More
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We've been working with a customer, diligently talking about their problems and concerns.  Educating them about our solution.  Trying to move them through our Read More
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I get these every day. Hi Dave, I just wanted to follow up to see if you received my last email?  In case you did not, I've included it below. Let me Read More
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Get your minds out of the gutters!  My mom reads these posts! I've been avoiding this in my blog for some time, but I've broken down and decided to write Read More
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I've been writing a several posts about social technologies and social selling  (Hiding Behind Social Selling  and What's All This About Social Selling).  Read More
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