In the first part of this post, I focused primarily on the sales function and … [Read more...]
Category: Innovation
Category: Innovation
Sales Force Ineffectiveness, Conjecture On The Future Of The Profession, Part 2 of 3 -- Not Just A Sales Problem
Sales Force Ineffectiveness, Conjecture On The Future Of The Profession, Part 1 of 3 Posted on May, 2009
Let me start with an apology, I will probably gore everyoneā€™s ox in this post. … [Read more...]
Have You Heard The One About The Sales Person Who Recommended A Prospect Buy A Competitor's Product? Posted on April, 2009
There's a great article in today's New York Times, Start-Up Course In Survival. … [Read more...]
Designing High Performance Organizations, Designing High Performance Selling Processes Posted on April, 2009
I'm a tremendous fan of Whitney Hess. Whitney calls herself a User Experience … [Read more...]
Delivering Happiness! Zappo's Posted on March, 2009
Zappo's is one of the hottest and most innovative companies around. This is an … [Read more...]
What Commoditized Products Can Teach Us About Selling Posted on March, 2009
I have a confession, I grew up selling high tech systems, software and complex … [Read more...]
The Big Idea: Solve Your Customers' Big Problems Posted on March, 2009
Customers are looking for something different these days. Our traditional … [Read more...]
When All Else Is Equal, How Do You Differentiate Yourself Posted on March, 2009
This morning, I had an interesting discussion with a client. He was talking … [Read more...]
Ever Wonder About Change? Posted on February, 2009
There have been a few versions of this around. I think this is one of the latest … [Read more...]
Dramatically Increase Sales! Posted on January, 2009
Seth Godin seems to come up with the simplest and thought provoking ideas. I … [Read more...]