I'm the proud "parent" of two cats, Sammy and Harley. As with most cats, they … [Read more...]
Tag: Communicating
"Herding Customers" Through Complex Buying Processes
Just Good Enough Value Creation Posted on September, 2015
Thousands of posts are written about value propositions and value creation. By … [Read more...]
Manager, Are You "Sales Person Centric?" Posted on August, 2015
We know we are supposed to be customer centric. Buyers and buying have changed, … [Read more...]
How To Read A Sales Or Marketing Blog Post Posted on August, 2015
Actually, this might be applicable to virtually any professional article or book … [Read more...]
Perfect Prospecting Posted on August, 2015
Recently, I published a rant on LinkedIn, "Patient 0 Of Stupid Prospecting." … [Read more...]
It's Not About You! Posted on August, 2015
I'd spent a long day doing deal reviews and a few critical call planning … [Read more...]
Manager, If You're Doing Deals, You're Not Doing Your Job Posted on August, 2015
All sales professionals revel in doing deals. There's an adrenaline rush … [Read more...]
Being Too Smart About Our Solutions Posted on August, 2015
Not long ago, I had a fascinating call with a sales person. He was very … [Read more...]
The "Competitor" Question Posted on August, 2015
It happened again this morning. I was doing a review with a sales person. It … [Read more...]
Whose Job Are You Doing? Posted on July, 2015
Mike Weinberg wrote a terrific post in the series we are doing at Openview Labs … [Read more...]
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