Customers are self educating, they don't want to see sales people until they … [Read more...]
Tag: Lean Sales And Marketing
Marketing Displaces Sales!
We've Succeeded When We Stop Talking About....... Posted on January, 2013
A number of years ago, I was working with a team of executives implementing some … [Read more...]
A Virtual Sales MBA Posted on January, 2013
Matt Heinz came up with a very provocative idea. He created a self-education … [Read more...]
Radical Simplification Posted on December, 2012
There's no doubt, the world and business is more complex and this is unlikely to … [Read more...]
"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...]