"Protecting The Family Jewels" is an implicit or explicit part of too many … [Read more...]
Tag: Competition
"Protecting The Family Jewels" And Disruption
Is Your Sales Strategy Based On Assumptions? Posted on November, 2012
The scene gets played over and over, literally hundreds of times every year. … [Read more...]
Stop Letting Your Competitor Define Your Sales Strategy! Posted on August, 2012
Recently, I was doing some reviews with a sales team. We were talking about … [Read more...]
The Importance Of "Cross Training" For Sales Posted on June, 2012
The next 6-8 weeks represent one of those "died and gone to heaven" periods for … [Read more...]
Lean Sales And Marketing --- It's How We Put It All Together Posted on June, 2012
Several years ago, I was the guest speaker at the National Sales Meeting for a … [Read more...]
"Dear Occupant, I Have Insight For Your Business" Posted on May, 2012
One of the disturbing trends and, I'm certain, unintended consequences of people … [Read more...]
Insight And Value Creation Posted on May, 2012
In the new world of B2B selling, sales people need to bring insights to their … [Read more...]
Customer Centricity And The Cloud Posted on May, 2012
I’m venturing into a little different area than what I normally write about, but … [Read more...]
The Web, The Answer To All Our Customers' Prayers! Posted on May, 2012
Let's face it, customers really hate us. They will tolerate our marketing … [Read more...]
Bashing The Competition! Posted on April, 2012
The other day, Charlie Green, Anthony Iannarino , and I had a discussion on … [Read more...]