Talk to any sales manager or executive about their priorities and you'll get … [Read more...]
Tag: Strategy
How Are You Building Organizational Capacity And Capability?
Differentiation, Dissimilarity, Disruption Posted on August, 2015
Recently, I was being interviewed on value creation and differentiation. I was … [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...]
Looking In The Mirror Posted on July, 2015
As sales and marketing professionals, we are supposed to help our customers … [Read more...]
Goal Alignment--A Performance Roadblock Posted on July, 2015
Too often, I sit in meetings of top executives and it seems each is speaking a … [Read more...]
Knowing Versus Doing Posted on June, 2015
There were some interesting comments on my post, Focus On The Customer--Magic … [Read more...]
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
What Does It Mean To Be A Channel In An Omnichannel World? Posted on June, 2015
All the talk in B2C and B2B these days is "omnichannel." The B2C world has … [Read more...]
The Seller's Process Or Journey Posted on May, 2015
x Connect via LinkedIn Subject Message … [Read more...]
"Nothing Happens Until A Customer Decides To Change" Posted on May, 2015
There's the old saying, "Nothing happens in an organization until a sale is … [Read more...]
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