I've seen thousands of pitch decks. The vast majority are horrible. There's … [Read more...]
Tag: Customer Experience
The Problem With Pitch Decks
What If The Customer Doesn't Know Their Buying Process? Posted on October, 2015
We all know the customer's buying process is more important than our selling … [Read more...]
The Eroding Distinction Between Inside And Field Sales Posted on October, 2015
There's a lot written about the shift from field sales to inside sales. It … [Read more...]
Your Channel Partners Aren't The Enemy! Posted on October, 2015
Few organizations have the ability to reach every possible customers … [Read more...]
Are You Aligned With Where Your Customer Is In Their Buying Process? Posted on October, 2015
A friend called me for advice today. He's a great sales person, a big deal … [Read more...]
Provocation Or Obnoxiousness? Posted on September, 2015
The concept of provoking our customers, getting them to think about their … [Read more...]
Closing The Sale Posted on September, 2015
Earlier today, I was interviewed for an article on "Closing The Sale." The … [Read more...]
The Challenger Customer Posted on September, 2015
Several months ago, my friends at the CEB sent me a review copy of The … [Read more...]
Just Good Enough Value Creation Posted on September, 2015
Thousands of posts are written about value propositions and value creation. By … [Read more...]
Manager, Are You "Sales Person Centric?" Posted on August, 2015
We know we are supposed to be customer centric. Buyers and buying have changed, … [Read more...]
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