There's no doubt, the world and business is more complex and this is unlikely to … [Read more...]
Tag: Lean Sales And Marketing
Radical Simplification
"Protecting The Family Jewels" And Disruption Posted on November, 2012
"Protecting The Family Jewels" is an implicit or explicit part of too many … [Read more...]
Applying Lean Practices To Sales And Marketing Posted on November, 2012
Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales … [Read more...]
Teaching Our Customers Posted on October, 2012
There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]
Old Dogs Can Learn New Tricks! (Are The Pups' Learning As Well?) Posted on October, 2012
Continually learning and improving our skills is critical, regardless of how … [Read more...]
Sales Competence, How Do We Know? Posted on September, 2012
Yeah, I know, I know. Many readers will react to this title with responses … [Read more...]
Lean Sales And Marketing -- High Variability, Low Productivity Posted on September, 2012
Sales people don't like the routine! We do different things every day. Each … [Read more...]
Lean Sales And Marketing -- Time Available For Selling Posted on September, 2012
A sales person's job is to sell--nothing surprising. More and more, however, it … [Read more...]
Building Your Sweet Spot Posted on September, 2012
In my post, Focus On Your Sweet Spot, I spoke of the importance of developing a … [Read more...]
What Are Your Intentions? Posted on September, 2012
We are all busy. We start our days already with too much on our plates. Turn … [Read more...]