I was asked to participate in a deal review. It was one of those "mega" deals, … [Read more...]
Tag: Competition
Did You Write The RFP?
Live By Your Products, Die By Your Products! Posted on May, 2015
We're in love with our products. At the drop of a hat, we will wax on endlessly … [Read more...]
"Fix The Sales Problem!" Posted on May, 2015
The executive team of a large division of a very large corporation called me to … [Read more...]
Stop Heroic Sales Efforts! Posted on April, 2015
We've each seen Heroic Sales Efforts. They're something to behold and, for a … [Read more...]
Crossing The Chasm, Selling And Buying Process Posted on January, 2015
First, apologies to Geoffrey Moore and his seminal book Crossing The … [Read more...]
The Product Focused Company Posted on January, 2015
I spend a good amount of time calling on the customers and prospects of my … [Read more...]
Attrition Is A Leadership Problem Posted on December, 2014
Some time ago, I wrote, A Frightening Look At The "Cost Of Selling." It has … [Read more...]
Hacking Selling Part 2 Posted on December, 2014
As I mentioned in Hacking Selling, sales people and managers constantly ask me … [Read more...]
When All Else Is Equal, The Lowest Price Wins! Posted on December, 2014
When the customer perceives little difference between alternative solutions from … [Read more...]
Beating Lower Priced Competitors Posted on September, 2014
I read an interview with a very well known sales pundit on the "6 Ways To Beat … [Read more...]
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