Partners in Excellence

DECEMBER 30, 2020

There’s the old fable, “For the loss of a horseshoe, a Kingdom was lost.” ” The story goes that the King’s horse lost a horseshoe. We sell horseshoes. Regardless of what we sell, we basically sell horseshoes. Regardless of what we sell, we basically sell horseshoes.

Strategize 60

Strategize Sell Price Customers 60

Partners in Excellence

SEPTEMBER 14, 2021

I have to admit, and apologize to a few folks, I lost it in a meeting today. We were talking about an account strategy. The sales person wanted to meet with the top executives of a very large corporation. I’d been asked to help strategize this and help figure out how they attract the attention to the top executives. ” I asked.

Customers 92

Customers Strategize Meeting Clients 92

Partners in Excellence

SEPTEMBER 6, 2018

I can already picture half the readers. Raising their eyebrows, perhaps rolling their eyes, thinking, “Well Dave, the answer is obvious…… ” The obvious answer is to address needs, perhaps to solve a problem. Once that is acknowledged, the more sophisticated immediately leap to understanding the buyer’s journey.

Manufacturing 83

Manufacturing Up-sell Sell Customers 83

Partners in Excellence

MARCH 14, 2013

There’s a huge amount of “wisdom” about calling at the top. At times, I think we have to change corporate structures, naming far more C-Level executives just to accommodate the clamor of sales people needing to call at the top. But calling at the top for everything is just a foolish strategy. Why invest our time?”

Customers 91

Customers Strategize Follow-up Presentation 91

Partners in Excellence

JANUARY 18, 2013

There’s the old adage–still promoted in way too many sales training workshops, articles, and blogs: “Start at the top!” ” It’s wrong, it’s dumb, it’s laziness, it’s an indicator to the customer that you don’t understand their business. Don’t get me wrong.

Territory 92

Territory Start-ups Strategize Promote 92

Partners in Excellence

AUGUST 17, 2016

I’ve been having a little fun at my friend Mike Weinberg’s expense on LinkedIn. Mike posted an update: “Just received a condescending email from a sales rep critiquing the grammar in my latest blog post. Found it amusing and it has me wondering if he’s a top-performer/A-Player. The current Rio Olympics provide great examples.

Teamwork 48

Teamwork Quota Gaming Technique 48

Partners in Excellence

NOVEMBER 29, 2022

“For the want of a nail, a horseshoe was lost. For the loss of a horseshoe, a horse was lost. For the loss of a horse, a rider was lost…… A kingdom was lost.” The top executives and boards establish these goals and objectives. Yes, even HR and Legal.

Customers 96

Customers Objectives and Key Results Manufacturing Legal 96