I have to confess my lack of patience with an attitude I see permeating much of … [Read more...]
Tag: Competition
Settling....
What If You Only Have 100 Potential Customers? Posted on April, 2023
Let's try a thought experiment. I'll start with a bit of background. When … [Read more...]
Who's Your Competition? Posted on October, 2022
We, sometimes, assess ourselves against the wrong competitors. We think our … [Read more...]
Is There (Sales) Life Outside SaaS? Posted on October, 2022
It seems everything in my feed is dominated by "SaaS Selling." It may be the … [Read more...]
Who's Our Ideal Customer? Posted on October, 2022
I've taken a break from my series "Things We Thought We Knew About Selling But … [Read more...]
Value Realization Is Only Table Stakes, What Differentiates Us? Posted on October, 2022
Recently, I read a pretty old article in HBR: Business Marketing: … [Read more...]
Are Your Customers Doing Their Homework? Posted on October, 2022
Hank Barnes' research on buyer remorse (and other things) is some of the most … [Read more...]
Qualifying, A Primer Posted on September, 2022
I've been writing a series of posts about selling basics. Too often, we take … [Read more...]
Using What You Sell..... Posted on August, 2022
Some years ago, I was responsible for leading sales/marketing for IBM's … [Read more...]
Helping Customers Buy! Posted on July, 2022
We work to find a customer with a need to change. They have a problem that we … [Read more...]
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