Often, I go into a sales organization that is struggling and am amazed to see … [Read more...]
Tag: Future Of Buying
No Sales Model Is Forever, What To Do When What Worked Isn't Working
Are You Playing For Table Stakes, Or Are You Differentiated? Posted on April, 2011
It used to be great products that set us apart—more features, functions, bells … [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...]
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...]
Who Owns The Customer? Posted on March, 2011
Earlier this week, I attended Selling Power's Sales 2.0 Conference in San … [Read more...]
Those Damn Customers Just Get In The Way Of Doing Business! Posted on February, 2011
A friend called the other day. He's a senior executive in the financial side of … [Read more...]
"Take Part" In Your Own Personal And Career Development Posted on January, 2011
Year end and the New Year are always times to catch up with friends and … [Read more...]
The Death Of Selling---Deja Vu All Over Again Posted on December, 2010
"Tis the season to be talking about the "Death Of Sales." which I'll shamelessly … [Read more...]
The Future Of Selling -- It's Social Posted on December, 2010
In April, OgilvyOne announced their World's Greatest Salesperson contest. I … [Read more...]