As I typed the title to this week's installment on Lean Sales And Marketing, I … [Read more...]
Tag: Communicating
Lean Sales And Marketing--Defining Value
"What We Sell Is Different Than What We Install" Posted on June, 2012
I started my career selling mainframe computers for IBM in the very late 70's. … [Read more...]
Sales And The Dreaded "P" Word Posted on June, 2012
No this isn't a post about pricing. There's a "P" Word that strikes dread into … [Read more...]
Everything Counts, The Customer Is Always Evaluating Us Posted on May, 2012
Several days ago, I wrote an article, Duz Speling nd Gramer Matr? It provoked a … [Read more...]
Insight And Value Creation Posted on May, 2012
In the new world of B2B selling, sales people need to bring insights to their … [Read more...]
Customer Centricity And The Cloud Posted on May, 2012
I’m venturing into a little different area than what I normally write about, but … [Read more...]
Duz Speling nd Gramer Matr? Posted on May, 2012
When I was a young sales manager, my manager had a big candy jar on his desk … [Read more...]
Wake Up! The Paradigm Has Shifted! Posted on May, 2012
There have been some interesting comments about my post, If You Are Learning … [Read more...]
Collaboration--Now More Critical Than Ever Posted on May, 2012
Those of us who sell complex B2B solutions to large companies live in a world … [Read more...]
The Web, The Answer To All Our Customers' Prayers! Posted on May, 2012
Let's face it, customers really hate us. They will tolerate our marketing … [Read more...]
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