I wrote, If You Were In Your Customer's Shoes, What Would You Do? Gary Hart … [Read more...]
Tag: Competition
The Questions We Are Afraid To Ask
If You Were In Your Customer's Shoes, What Would You Do? Posted on July, 2014
Some time ago, I was doing a deal review with a great sales team. They were … [Read more...]
All Revenue Is Not Created Equal! Posted on July, 2014
It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
Your Competitor May Be An App! Posted on June, 2014
As consumers, everyday we see apps, great on-line stores and other technology … [Read more...]
Do You Know The Answers To These Three Questions? Posted on June, 2014
As you know, I'm constantly doing deal reviews with sales people. Each review … [Read more...]
How Do You Help Your Customers Make Money? Posted on May, 2014
Ultimately, in every B2B sales conversation, we have to answer one question, … [Read more...]
Unique, Differentiated? But Are You Relevant? Posted on April, 2014
It's critical that we differentiate our offerings and solutions from the … [Read more...]
Losing The Negotiation Before It Starts! Posted on April, 2014
Sales people seem to be obsessed with negotiation. They read books, they take … [Read more...]
"Only The Paranoid Survive" Posted on April, 2014
"Only The Paranoid Survive" was written years ago by Andy Grove, then Chairman … [Read more...]
"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...]
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