Jack Dean

Don’t Let Your Company Executive Go Into a Customer Meeting UNPREPARED

I have been a buy-side executive most of my professional career. I never counted but a rough estimate is I’ve experienced 2,000 face-to-face...

12 Credible Ways for B2B Marketers to Disrupt UPSTREAM Decision Phases (Insights from a...

Traditional B2B sales processes/funnels are designed to launch, albeit with latency often measured in months, during what I call the Standard Operating Buying (SOB)...

E=mc2 and the Physics of Executive-Level Selling

I am a big fan of Brian Greene, an American theoretical physicist, because he opens my mind and challenges me to think differently about...

The ALARMING Decline of Executive-Level Selling Skills (“Clinical” Observations of a BUY-Side CXO)

I consider myself a BUY-side CXO “clinician”. What exactly is a “clinician” you ask? In the healthcare industry a “clinician” is generally...

Know Thy Customer ~ Unknow Thyself

President Abraham Lincoln was a masterful communicator. What was his secret? It was his ability to prepare what he was going to...

Customers Profile Sellers as TRADERS, SAVERS, or INVESTORS

Like it or not, you are being profiled by your customers.  Every interaction refines your seller profile, thereby improving its value to your customers. ...

The 40-Year Solution Selling Echo Chamber

Larry Ellison, CEO of Oracle, says, “The only way to get ahead is to find errors in conventional wisdom”.  If you are a B2B...

Does Your Discovery Phase Deliver Value to Your Customers?

As a former “buy side” C-level executive, I believe one of the primary goals of the discovery phase of a sales process should be...

Make the Customer of Your Customer Your “Sales Purpose”

Except for young children and occasionally teenagers, nothing keeps the CEO of a B2B company awake at night more than worrying about customers and...

Do You Conduct Pre-Call Preparation Like Abraham Lincoln?

President Abraham Lincoln was a masterful sales person. What was his secret? It was his ability to plan what he was going...

The Challenger Conundrum: What If Marketing Isn’t Up to the Challenge?

You want to become a Challenger Rep®, but your company's marketing organization is not supporting your personal aspiration. Houston, we have a problem. Reading...

Hello? Are C-Level Executives Listening?

Recently a technology sales manager posted a series of interesting questions on 'Selling to Executives', a LinkedIn discussion group I moderate. His company...

Three Reasons Why B2B Sales People MUST Engage Executives

Today, the new sales reality is that the buying process is more convoluted and confusing than it has been in the past. This "buy-side"...

The Ultimate Missed Opportunity for B2B Sales Professionals: The Customer Strategic Planning Cycle

During my career as a buy-side executive, B2B sales professionals rarely expressed interest in my company's strategic planning process. That surprised me. ...

Financial Competence is the Key to Successful Selling at the Executive Level

In his book The Speed of Trust, Stephen Covey says trust is not built solely on integrity, but on competence as well.  For sales...

Are Your Customer Success Stories “Executive Sticky”?

Customer testimonials are a widely used prospecting tool by most of you who sell technology solutions. I'll let you in on a...

Generic Industry Knowledge Won’t Pass the “Smell Test” with Customer Executives

If you are a B2B sales professional who aspires to achieve trusted advisor status with your customer, gaining industry insight is a critical success...

The Ultimate Missed Opportunity for B2B Sales Professionals: The Customer Strategic Planning Cycle

During my career as a buy-side executive, B2B sales professionals rarely expressed interest in my company's strategic planning process. That surprised me. ...

The Post-Financial Crisis B2B Sales Professional

We've come a long way back from the depths of the global financial crisis. There have been many lessons learned on both sides...

“Pain-full” Discussions For Customer Executives

An Executive Encounter Sales Professional (SP): Thanks for agreeing to meet with me. I understand you spoke to Robert, a mutual friend. Executive (Exec):...

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