Many of you might be surprised, but I was actually trained as a physicist. One … [Read more...]
Category: Innovation
Category: Innovation
Newton's Third Law, Every Action Creates An Equal And Opposite Reaction
Why Questions Are A Sales Person's Best Tool--It's Not Because Of The Answers Posted on August, 2012
Art Petty wrote a great post, 4 Reasons Why Questions Are A Leader's Best … [Read more...]
Adding Value--Selling To The Professional Buyer Posted on July, 2012
Somehow, we think selling to Buying (Procurement and Sourcing) professionals … [Read more...]
Managing Complexity Posted on July, 2012
It should come as no surprise to anyone that has been semi-conscious over the … [Read more...]
Technology Is No Substitute For Thinking Posted on July, 2012
There are a lot of great technologies that can become indispensable to sales … [Read more...]
Lean Sales And Marketing--Defining Value Posted on June, 2012
As I typed the title to this week's installment on Lean Sales And Marketing, I … [Read more...]
Lean Sales And Marketing Posted on June, 2012
Over the past several weeks, I have had the good fortune to participate in a … [Read more...]
Are We Allowing Ourselves To Be Commoditized? Posted on May, 2012
My colleague Anthony Iannarino wrote an outstanding post: "Mismatched Skills … [Read more...]
Customer And Market Transitions Wait For No One Posted on April, 2012
I was struck by this comment from John Chambers, Chairman and CEO of Cisco, " We … [Read more...]
Learning From Our Subordinates Posted on April, 2012
One of the key roles of any leader or executive is to teach, coach, develop our … [Read more...]
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