A colleague had a wonderfully colorful term to describe situations we both found … [Read more...]
Tag: Competition
"Pissing On The Ashes"
Rescuing Deals! Posted on January, 2017
Each of us has experienced it, we're struggling winning a deal. It's an … [Read more...]
Transforming To A "Customer First" Sales Organization Posted on November, 2016
We know that we are supposed to be customer focused, but too many organizations … [Read more...]
We Become Commoditized Only When We Let Ourselves Be Commoditized! Posted on November, 2016
I read an article about the seeming inevitability of commoditization. We … [Read more...]
Putting Aside Our Agenda For The Customer's Posted on July, 2016
Gary Peyrot asked a great question recently, He had read, "What Would Happen If … [Read more...]
Sales Leadership Dysfunctions -- Anti Sales Attitudes Posted on June, 2016
My friend, Mike Weinberg, has been one of the most consistent and vocal … [Read more...]
Wishful Thinking Posted on May, 2016
Over the past weeks, I've been participating in a number of quarterly … [Read more...]
Inbound Works---Until It Doesn't Posted on April, 2016
I'm a great fan of inbound marketing/demand gen approaches. What sales person … [Read more...]
Your "Business Justified Solution" Is Insufficient To Win The Business! Posted on March, 2016
I've been talking to a team of people about Value Propositions. They need to … [Read more...]
What Customer Problems Do You Solve, Not What Do You Do! Posted on March, 2016
I was leading a discussion about value propositions with a group of product … [Read more...]
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