All sales people, today, sell solutions. At least that’s what most sales people … [Read more...]
Focus On Your Customer's Need To Buy, Not Your Need To Sell!
Dramatically Increase Sales! Posted on January, 2009
Seth Godin seems to come up with the simplest and thought provoking ideas. I … [Read more...]
Moving From Customer Acquisiton To Customer Engagement Posted on January, 2009
For some strange reason, in the past few days, at least four different … [Read more...]
A Night Sleeping On The Floor At Houston Intercontinental, Gate B85 Posted on December, 2008
It's 6:20 am, Central Time, I'm in the President's Club in Terminal B at Houston … [Read more...]
Sell Using Value Propositions Posted on August, 2008
In past posts and writing, I've taken a pretty strong stance on how the concept … [Read more...]
What Did You Sell That For? Posted on July, 2008
In the mid 80's, as a young manager in IBM, I was meeting with IBM's then Vice … [Read more...]
The Ultimate Question --- Finding Your Sweet Spot Posted on June, 2008
The Harvard Management Update is recycling an interesting article entitled "Find … [Read more...]
To AT&T Wireless: I apologize for not being the ideal customer, I'll try to do better! Posted on June, 2008
My mobile phone died. I did the logical thing, I called AT&T Wireless (my … [Read more...]
Auto Manufacturers and Dealers -- Will They Ever Learn? Posted on March, 2008
Every few years, I subject myself to one of the most frustrating experiences a … [Read more...]
Truth In Advertising -- Do You Really Believe The Value You Produce? Posted on January, 2008
I just got an email inviting me to yet another networking site. This was an … [Read more...]