At its essence, sales is about finding customers who have problems we can solve, … [Read more...]
Tag: Change
Solving Our Customers' Problems
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...]
"If You Take Away Your Products, What's Left?" Posted on March, 2016
I read a wonderful quote from Colin Shaw, "If you take away a company's … [Read more...]
Finding Customers Who Aren't Looking Posted on March, 2016
There's no doubt that digital media, rich content, search and other technique … [Read more...]
Is Your Mindset Limiting You? Posted on March, 2016
Recently, I've been having a number of conversations about Mindset. I've been … [Read more...]
Can You Change Your Customer? Can You Change Yourself? Posted on March, 2016
Once we eliminate all the fancy words and hand waving, sales is about getting … [Read more...]
Sales Managers Are Killing The Sales Organization! Posted on March, 2016
It may be that time of year. or maybe I'm just more aware of it, but it seems … [Read more...]
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