It used to be great products that set us apart—more features, functions, bells … [Read more...]
Tag: Future Of Buying
Are You Playing For Table Stakes, Or Are You Differentiated?
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...]
Who's Got Sales' Back? Posted on November, 2010
In today's complex B2B sales environment, few sales people can afford to go it … [Read more...]