"More has changed in buying and selling in the past 5 years than in all prior … [Read more...]
The Bar Is Being Raised For Both Buyer And Seller
What's The Diagnosis? Posted on August, 2012
My wife hates going to Doctors---I actually think that's a basic intelligence … [Read more...]
One Size Does Not Fit All Posted on July, 2012
I wrote about "The End Of Solution Selling" the other day. There's a rich … [Read more...]
Adding Value--Selling To The Professional Buyer Posted on July, 2012
Somehow, we think selling to Buying (Procurement and Sourcing) professionals … [Read more...]
Managing Complexity Posted on July, 2012
It should come as no surprise to anyone that has been semi-conscious over the … [Read more...]
Reading The Buyers' Minds Posted on July, 2012
As sales people, we always are trying to get into our Buyers' minds. We want to … [Read more...]
Lean Sales And Marketing --- It's How We Put It All Together Posted on June, 2012
Several years ago, I was the guest speaker at the National Sales Meeting for a … [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...]
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