The art of the "pitch" continues to be escalated. The sales person has always … [Read more...]
Tag: Customer Experience
Moving From The Teaching Pitch To A Collaborative Dialog
Lean Sales And Marketing--Defining Value Posted on June, 2012
As I typed the title to this week's installment on Lean Sales And Marketing, I … [Read more...]
"What We Sell Is Different Than What We Install" Posted on June, 2012
I started my career selling mainframe computers for IBM in the very late 70's. … [Read more...]
Lean Sales And Marketing -- Standard Work Posted on June, 2012
Last Friday, I kicked off a series of Friday posts I will be doing on Lean Sales … [Read more...]
The Sales Stack, Another View Posted on June, 2012
My friend, Jim Keenan, wrote an interesting post on "The Sales Stack." It … [Read more...]
Sales And The Dreaded "P" Word Posted on June, 2012
No this isn't a post about pricing. There's a "P" Word that strikes dread into … [Read more...]
Lean Sales And Marketing Posted on June, 2012
Over the past several weeks, I have had the good fortune to participate in a … [Read more...]
Everything Counts, The Customer Is Always Evaluating Us Posted on May, 2012
Several days ago, I wrote an article, Duz Speling nd Gramer Matr? It provoked 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...]
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