I'm amazed by many of the discussions I read about sales performance … [Read more...]
Category: Innovation
Category: Innovation
Shifting The Curve
The Secret To Sales Success Posted on February, 2012
It seems to be human nature to look for the secrets to success---the formula, if … [Read more...]
You Have To Care To Differentiate Your Value Posted on February, 2012
The rise of "Big Data," rich analytics and other capabilities enables sales and … [Read more...]
What If..... Posted on January, 2012
I started my career selling mainframe computers for IBM. When I joined IBM, … [Read more...]
A Different Take On Challenging Conversations Posted on January, 2012
I've been writing a lot about changing the conversation, about challenging our … [Read more...]
What If We're Not Important? Part 2 Posted on January, 2012
As I mentioned in the previous, What If We're Not Important post, it's always … [Read more...]
What If We're Not Important? Posted on January, 2012
It's difficult to imagine what we sell might be unimportant. It's important to … [Read more...]
What Happens When The Customer Doesn't Raise His Hand? Posted on January, 2012
There has been an important revolution in marketing thinking over the past … [Read more...]
I Thought I Had Solved World Hunger Posted on January, 2012
Not long ago, my wife had to be away from home for a week. It happened to be a … [Read more...]
Order Taker Or Solution Creator? Posted on January, 2012
The other day Seth Godin offered a short post on Sold or Bought. It offered an … [Read more...]
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