Too often, both we and our customers get so caught up in activities that we lose … [Read more...]
Tag: Change
What Is Your Customer Trying To Achieve?
"Problem Talking" Is Not "Problem Solving" Posted on August, 2013
As sales people, we build the greatest value for our customers by helping them … [Read more...]
Knowing Where Our Customers Live Posted on July, 2013
Too often, our problem as professional sales or marketing people is that we … [Read more...]
Creating Discomfort Posted on July, 2013
My friend, Tim Ohai, wrote a brilliant guest post today: Cooperation Is For … [Read more...]
Insight, Change, And Value Posted on July, 2013
I've been writing a lot about Insight recently. In the course of the posts, … [Read more...]
Insight, Co-Creation, De-commoditization Posted on July, 2013
Let's face it! When we wash away all the hyperbole, so many of our products, … [Read more...]
Insight,Co-Creation, And Value Posted on July, 2013
I wanted to expand on my post, Insight And Co-Creation, and much of my writing … [Read more...]
Insight And Co-Creation Posted on July, 2013
Yesterday, I was talking to one of the smartest sales executives I've ever met. … [Read more...]
Sales Person As Orchestrator Or Resource Manager Posted on July, 2013
The role of the sales person is changing--we all know that. The way customers … [Read more...]
Complexity Is Just An Excuse Posted on June, 2013
There is no question, our worlds are very complex. The challenges our customers … [Read more...]
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