Sales people are obsessed with products. We know every feature, function, feed, … [Read more...]
Tag: Lean Sales And Marketing
You Won't Win With The Best Product!
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...]
What's The ROI Of Stupidity? Posted on June, 2014
I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along … [Read more...]
How Can We Deliver Insights Without Critical Thinking Skills? Posted on May, 2014
Both marketing and sales realize we need to change the conversation with … [Read more...]
Principles Of Sales, Part 2 --- Value Is Exchanged Posted on May, 2014
I wrote the Not So New Principles of Sales, where I identified the second not so … [Read more...]
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