We're in love with our products. At the drop of a hat, we will wax on endlessly … [Read more...]
Tag: Competition
Live By Your Products, Die By Your Products!
"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...]
If We Make It About Price, We Force The Customer To Make It About Price Posted on September, 2014
This post should be filed under the "I'm not creative enough to make these … [Read more...]
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