I hear it all the time, "I need an excuse to get back into the customer. Let me … [Read more...]
Category: Innovation
Category: Innovation
"I Need An Excuse To Get Back Into The Customer"
Selling Internally Posted on April, 2013
We know the importance of selling internally. We get support, resources, and … [Read more...]
The Ability To "Figure It Out" Posted on April, 2013
There's a great article in the Harvard Business Review, "Figure It Out." Be … [Read more...]
Insight Is All About Having A Point Of View Posted on April, 2013
Insight is all about having a point of view, but too often I see sales people … [Read more...]
Mass Customization, Creating "Markets Of 1" Posted on April, 2013
In 1999, Joe Pine published a fascinating book, Mass Customization. It focused … [Read more...]
10,000 Hours To Mastery -- Or A Good Start Posted on April, 2013
I’m a real fan of Malcolm Gladwell’s Blink. One of the most impactful parts of … [Read more...]
There's Insight, Then There's INSIGHT! Posted on April, 2013
Our customers are starved for ideas and insight. That's why, the sales … [Read more...]
Exchanging Value Posted on March, 2013
The discussions revolving around my post, Moving From Value Creation To Value … [Read more...]
What's Quality Have To Do With Sales And Marketing? Posted on March, 2013
Quality is a word I almost never hear in a discussion about selling. Sure, … [Read more...]
MOVE Or Die! Posted on March, 2013
Imagine, you are in the middle of a road, a car is hurtling at 60 miles per hour … [Read more...]
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