Several months ago, my friends at the CEB sent me a review copy of The … [Read more...]
Tag: Lean Sales And Marketing
The Challenger Customer
Critical Selling Skills That Distinguish Top Performers Posted on September, 2015
Last week, Tim Ohai and I were talking about the future of selling. We got onto … [Read more...]
Does What You Do Inspire You? Posted on September, 2015
I've spent the last couple of days at Dreamforce. It's an astounding event, but … [Read more...]
The Intersection Of Seth Godin And Challenger And Insight Driven Sales Posted on September, 2015
For some time, I've had the famous Jack Nicholson/Tom Cruise scene in "A Few … [Read more...]
What's More Important, Experience Or Experiences Posted on August, 2015
The other day I was speaking to a large group of sales people. Many were very … [Read more...]
Manager, Are You "Sales Person Centric?" Posted on August, 2015
We know we are supposed to be customer centric. Buyers and buying have changed, … [Read more...]
Are You Creating Value Or Cost? Posted on August, 2015
There are thousands of posts and hundreds of books on Value Creation. I've, in … [Read more...]
How To Read A Sales Or Marketing Blog Post Posted on August, 2015
Actually, this might be applicable to virtually any professional article or book … [Read more...]
Send Your Customer Your Call Plan! Posted on August, 2015
You do have a written call plan for every meeting, don't you? Have you ever … [Read more...]
Manager, If You're Doing Deals, You're Not Doing Your Job Posted on August, 2015
All sales professionals revel in doing deals. There's an adrenaline rush … [Read more...]
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