Sales is the only job where the scorecard on performance is reset at the … [Read more...]
Category: Innovation
What Have You Done Lately?
Does What You Do Inspire You? Posted on September, 2015
I've spent the last couple of days at Dreamforce. It's an astounding event, but … [Read more...]
The Intersection Of Seth Godin And Challenger And Insight Driven Sales Posted on September, 2015
For some time, I've had the famous Jack Nicholson/Tom Cruise scene in "A Few … [Read more...]
Who Should We Be Talking To? Posted on September, 2015
Hopefully, there is an enterprising entrepreneur who will read this post and do … [Read more...]
How To Read A Sales Or Marketing Blog Post Posted on August, 2015
Actually, this might be applicable to virtually any professional article or book … [Read more...]
Making Our Customers' Lives Better Posted on July, 2015
My article, How B2B Customers Make Decisions, sparked a lot of discussions in … [Read more...]
Looking In The Mirror Posted on July, 2015
As sales and marketing professionals, we are supposed to help our customers … [Read more...]
Why Are They Buying---Do They Know? Posted on July, 2015
I've written, often, about the importance of understanding why our customers are … [Read more...]
Figuring It Out, Critical Sales Competency! Posted on June, 2015
I spend a lot of time in group meetings or 1 on 1's with sales people trying to … [Read more...]
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
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