A couple of weeks ago, I really needed to make a relatively major purchase in … [Read more...]
Tag: Customer Experience
When Customers Really Want To Buy--Perishable Demand!
Principles Trump Process! Posted on April, 2011
On Friday, I had the pleasure of speaking with my friend Charlie Green (as well … [Read more...]
Is The Profession Of Sales At An Inflection Point? Posted on March, 2011
"An Inflection Point is a point on a curve at which the sign of the curvature … [Read more...]
Does Our "Value" Align With How Customers Define Value? Posted on March, 2011
Over the past week, I've been writing a lot about Value. We build our … [Read more...]
Defining Value Posted on March, 2011
After I published my post, Rethinking Value, an interesting discussion/debate … [Read more...]
Rethinking Value Posted on March, 2011
I've written a lot about value propositions, but I think we really need to … [Read more...]
Sales Professional 3.0 Posted on March, 2011
Okay, okay, I know the title of this post will shock many of my regular … [Read more...]
Value Creation Starts With Great Questions Posted on March, 2011
In answering a question at Focus.com, my friend and business partner, Anthony … [Read more...]
Who Owns The Customer? Posted on March, 2011
Earlier this week, I attended Selling Power's Sales 2.0 Conference in San … [Read more...]
Why Didn't You Buy From Me? Posted on March, 2011
"Why Didn't You Buy From Me?" This six and a half word sentence is probably the … [Read more...]
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