It used to be great products that set us apart—more features, functions, bells … [Read more...]
Category: Innovation
Category: Innovation
Are You Playing For Table Stakes, Or Are You Differentiated?
Purposefulness--Getting What We Want versus Getting What We Get Posted on April, 2011
As sales professionals, we all know what we want----We want to win the deal, We … [Read more...]
Can You Afford Not To Invest In Sales? Posted on April, 2011
I talk to a lot of entrepreneurs and owners of small businesses. A topic that … [Read more...]
Is The Profession Of Sales At An Inflection Point? Posted on March, 2011
"An Inflection Point is a point on a curve at which the sign of the curvature … [Read more...]
The Difference Between Good And Great Posted on March, 2011
What's the difference between good sales people or sales managers and truly … [Read more...]
Defining Value Posted on March, 2011
After I published my post, Rethinking Value, an interesting discussion/debate … [Read more...]
Rethinking Value Posted on March, 2011
I've written a lot about value propositions, but I think we really need to … [Read more...]
Solving Today's Problems Doesn't Get You To Tomorrow Posted on March, 2011
A few days ago, my friend Don Perkins had a wonderful comment on my post, Are … [Read more...]
Why I Love Lazy Sales People! Posted on February, 2011
I love lazy sales people! Actually, let me clarify, I love lazy sales people … [Read more...]
Does Success Blind Us To The Real Opportunity? Posted on January, 2011
My friend, Gary Hart, were having an email conversation about performance. We … [Read more...]
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