"Only The Paranoid Survive" was written years ago by Andy Grove, then Chairman … [Read more...]
Tag: Competition
"Only The Paranoid Survive"
"Everyone Has A Plan Until They Get Punched In The Face" Posted on March, 2014
I love this quote from Mike Tyson. Most sales people I speak with claim they … [Read more...]
RFP's Suck! Posted on March, 2014
My friend Jim Keenan is stirring up the pot with his latest blog post, Finally … [Read more...]
Stop Giving Customers Choices! Posted on March, 2014
Henry Ford was rumored to have said, "The customer is welcome to buy a car in … [Read more...]
How Do They Make Money? Posted on February, 2014
No, I'm not talking about you, I'm talking about your customers. At the core of … [Read more...]
Your Call Is Important To Us..... Posted on February, 2014
I'm a current customer. I want to buy something from you, it will increase the … [Read more...]
In Defense Of Transactional Buying Posted on January, 2014
It's not often I disagree with my friend, Anthony Iannarino, but he recently … [Read more...]
How Do You Differentiate Yourself? Posted on January, 2014
Data shows 53% of customer loyalty is a result of their personal experiences in … [Read more...]
Win/Loss Reviews Posted on December, 2013
Win/Loss reviews are critical to continuous improvement. Do you conduct … [Read more...]
Stop Selling If They Aren't Your Customer! Posted on December, 2013
Wally Bock and I were talking the other day, he posed the question, "What if … [Read more...]
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