For regular readers, you probably are wondering, I've long talked about the … [Read more...]
Tag: Change
We Can Only Create Value With The Customer, Not For The Customer
Can Sales Really Create Value? Posted on August, 2016
Leanne Hoagland-Smith wrote an outstanding post, The Ultimate Sales Goal Is … [Read more...]
Tilting The Revenue Curve Posted on August, 2016
In the past few days, there have been a couple of outstanding articles on … [Read more...]
Overloaded And Overwhelmed Posted on July, 2016
All of us, customers, sales people, marketing, customer service---everyone, … [Read more...]
There Is Only One Answer Posted on June, 2016
I get emails everyday from people seeking answers. Likewise, I read dozens of … [Read more...]
Solving Our Customers' Problems Posted on May, 2016
At its essence, sales is about finding customers who have problems we can solve, … [Read more...]
Your Value Proposition Isn't What You Say Posted on May, 2016
I'm amazed at the number of sales people that continue to think their value … [Read more...]
Wishful Thinking Posted on May, 2016
Over the past weeks, I've been participating in a number of quarterly … [Read more...]
Volume And Velocity---What's Missing? Posted on April, 2016
There's a huge amount of discussion focusing on Volume And Velocity in sales. … [Read more...]
The Customer Journey, Is It Really That Predictable? Posted on April, 2016
I saw the Princeton Marching Band for the first time in the early 80's. I was … [Read more...]
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