As sales professionals, we're supposed to really understand our customers-their … [Read more...]
Tag: Overcoming Crises
What Do Your Customers Do?
Complicated Things Versus Complicating Things Posted on August, 2013
Without a doubt, our personal and business worlds are complicated--and getting … [Read more...]
What Is Your Customer Trying To Achieve? Posted on August, 2013
Too often, both we and our customers get so caught up in activities that we lose … [Read more...]
Knowing Where Our Customers Live Posted on July, 2013
Too often, our problem as professional sales or marketing people is that we … [Read more...]
The Helpful Sales Person Posted on July, 2013
We want to establish relationships with our customers. We want to be helpful. … [Read more...]
Creating Discomfort Posted on July, 2013
My friend, Tim Ohai, wrote a brilliant guest post today: Cooperation Is For … [Read more...]
Laziness Takes Too Much Time And Effort! Posted on July, 2013
In several posts recently, I've been railing against lazy, unimaginative … [Read more...]
Customer Decisionmaking, Like Herding Cats Posted on July, 2013
I'm the proud "father" of Sammy and Harley---that's them in the picture. It … [Read more...]
Pipeline Stench Posted on July, 2013
Here's an idea for some clever software entrepreneur, add "smell" to pipeline … [Read more...]
Insight, Co-Creation, De-commoditization Posted on July, 2013
Let's face it! When we wash away all the hyperbole, so many of our products, … [Read more...]
- « Previous Page
- 1
- …
- 49
- 50
- 51
- 52
- 53
- …
- 62
- Next Page »