I tend to look to the approaches sales and marketing experts and automation … [Read more...]
Category: Performance
Category: Performance
Personas, Profiles, Relevance, Personalization, And Targeting--Stop Wasting Your Time
Drive Sales With Product Knowledge, Drive More With Customer Problem Knowledge! Posted on July, 2016
I read an article entitled, "Drive Sales With Product Knowledge." It was a good … [Read more...]
On Thrashing Posted on July, 2016
Thrashing, at least in the manner I'd like to discuss, is actually a very … [Read more...]
Win Fast, Lose Faster! Posted on July, 2016
Inevitably, as I do pipeline and deal reviews, I see sales people hanging onto … [Read more...]
Mastering Your Value Proposition Posted on July, 2016
Not long ago, I had the pleasure of speaking with Will Barron of Salesman Red … [Read more...]
How SaaSy Is Your Sales Model? Posted on June, 2016
SaaS has become all the rage of businesses these days. Of course it's … [Read more...]
Speed Kills! Posted on June, 2016
No, I haven't become the spokesperson for the National Highway Safety … [Read more...]
"We Really Don't Care About Revenue" Posted on June, 2016
I don't know any successful business leader (in either the for profit or not for … [Read more...]
"Our Product Is Better Than Theirs" -- A Losing Strategy Posted on June, 2016
The other day, I was having breakfast with a frustrated executive. He had just … [Read more...]
Burying Our Heads In The Sand Posted on June, 2016
Nobody likes to admit they have a problem. I suppose it's human nature, or at … [Read more...]
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