In my last post, I outlined how buying has changed. I created a case for … [Read more...]
Tag: Lean Sales And Marketing
We Caught 'Em, You Skin 'Em (The Saga Between Marketing And Sales -- Part 2)
We Caught 'Em, You Skin 'Em (The Saga Between Marketing And Sales -- Part 1) Posted on August, 2014
We’ve all heard some variation of the same story: Two hunters are in the woods, … [Read more...]
Who Is The Customer Experience For? Posted on August, 2014
The answer to this question seems obvious, the customer experience, whether it … [Read more...]
You Won't Win With The Best Product! Posted on August, 2014
Sales people are obsessed with products. We know every feature, function, feed, … [Read more...]
When Are We Going To Integrate Sales And Marketing? Posted on August, 2014
We know customers want to us to engage them differently. There's all sorts of … [Read more...]
Are You 'Pissed Off' Enough To Be A Top Performer? Posted on July, 2014
I saw a brilliant video by Tom Peters, Innovation: Angry People Make Change, be … [Read more...]
"Target Close Date" Must Be Kept Sacred! Posted on July, 2014
The "Target Close Date" is one of the most important aspects of pipeline, … [Read more...]
All Revenue Is Not Created Equal! Posted on July, 2014
It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
SBWA -- Selling By Walking Around Posted on June, 2014
Tom Peters and Robert Waterman introduced the world to the acronym, … [Read more...]
Insight, The Convergence Of Strategies Posted on June, 2014
Insight has become the buzzword for engaging today's buyers. We are supposed to … [Read more...]
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