the-joy-of-selling-have-we-lost-it 
Partners in Excellence
OCTOBER 11, 2021
” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. I’ve written so much on where we are underperforming our potential as sales professionals, or undeserving out customers. I struggled a moment. It was both challenging and huge fun.
Partners in Excellence
MARCH 13, 2024
We were at Endicott, New York, where most of entry sales training was conducted. Through our first year, every few months we’d see each other in Endicott at another class. We lost track of each other–John ended up going to senior executive levels in IBM, eventually was the General Manager of IBM Global Finance.
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Partners in Excellence
AUGUST 31, 2023
With smaller groups or one on one’s, I frequently talk about “The Joy of Selling… ” To some this concept may seem a little too soft and abstract. Some react, “Dave, we’ve got to focus on hitting the numbers, achieving our growth goals! This doesn’t mean I have always been successful.
Partners in Excellence
MARCH 8, 2024
He’s probably one of the best thinkers on Value Based Selling. It’s an important resource for those who have lost loved ones. One of the lines in this story is so consistent with what we read in other stories: “What truly fuels my passion for sales is the opportunity to solve complex problems for my customers.
No More Cold Calling
SEPTEMBER 11, 2014
Social selling exposes your business to a world of opportunity. A Brit writes to me on social media and wants to discuss referral selling. There really isn’t such a thing, but we try.) We talk on Skype the next morning, and he introduces me to an entrepreneur who wants to learn about referrals.
Pipeliner
JULY 29, 2021
In fact, that time frame didn’t change much for over 1,800 years, until we were well into the 19th century. In fact, that time frame didn’t change much for over 1,800 years, until we were well into the 19th century. We can translate this directly to sales, and declare that salespeople should be agents of peace.
MTD Sales Training
DECEMBER 5, 2018
The business you are selling to may measure ‘value’ depending on the urgency of the situation. But how much value would you put on that same bottle of water if you were lost in the desert and hadn’t drunk for three days? Well, there are a number of ways of interpreting value and it can mean different things to different people.
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