Webinar: Driving Demand in a Demanding MarketJuly 15 1:00 PM PST / 4 PM ESTAs a … [Read more...]
Category: Innovation
Category: Innovation
Are You Playing To Win? Sales Professionals Need To Leverage New Capabilities.
First, Let Your Customer Finish Their Sentence, Then Ask Three Questions Posted on June, 2009
Yesterday, I had a discussion with "Mark." Mark is one of the best … [Read more...]
Sales Force Ineffectiveness, Conjecture On The Future Of The Profession, Part 3 of 3 – What Do We Do? Posted on May, 2009
If you’ve made it this far through the series of articles, you probably want to … [Read more...]
Sales Force Ineffectiveness, Conjecture On The Future Of The Profession, Part 2 of 3 -- Not Just A Sales Problem Posted on May, 2009
In the first part of this post, I focused primarily on the sales function and … [Read more...]
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 everyone’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...]
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