Many of you know that I spent much of my career in IBM, starting as a sales … [Read more...]
Tag: Learning
"I've Never Ever Sold A Computer Or Piece Of Software"
Just Good Enough--The Minimum Viable Sales/Marketing Strategy Posted on October, 2013
Anyone familiar with the work of Eric Ries in the Lean Startup or Steve Blank's … [Read more...]
The Danger Of Being Jaded, We've Tried That Before! Posted on September, 2013
I spend most of my time with extremely experienced sales executives and … [Read more...]
Questions As Weapons! Posted on September, 2013
Lawyers always say, "Never ask a question unless you know the answer." In … [Read more...]
Leading By Example Posted on September, 2013
Every manager knows this, it's Leadership 101, we must Lead By Example. What … [Read more...]
Hearing What We Want To Hear Posted on September, 2013
One of the biggest errors any of us can make is Hearing What We Want To Hear. … [Read more...]
Who Cares About "Outstanding Customer Service Experience?" Posted on September, 2013
Sometimes, I think we get customer service wrong. We try to create outstanding … [Read more...]
We Can't Ignore Poor Performers! Posted on August, 2013
Every organization has them, the bottom 20%, the people who are not meeting our … [Read more...]
Sales And Procurement, Racing Toward Each Other Posted on August, 2013
As sales and marketing professionals, we're consumed with the change in our … [Read more...]
"Clinging To The Familiar" Posted on August, 2013
Change is a struggle for everyone--individuals and organizations. The business … [Read more...]
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