Anyone familiar with the work of Eric Ries in the Lean Startup or Steve Blank's … [Read more...]
Tag: Strategy
Just Good Enough--The Minimum Viable Sales/Marketing Strategy
Band Aid Management Or Sales Management Operating System? Posted on September, 2013
The job of the sales leader is to maximize the performance of the organization. … [Read more...]
The "Squishy" Buying Cycle Posted on September, 2013
Too often, we think of the customer's buying process as something that, once we … [Read more...]
Everything Begins With Principles Posted on August, 2013
Principle (Noun): 1. a fundamental truth or proposition that serves as the … [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...]
The Insight Driven Organization Posted on August, 2013
It's clear that our customers want to be engaged differently. High performing … [Read more...]
What Do Reductionism And Machine Design Have To Do With Selling And Buying? Posted on August, 2013
It's probably hard to conceive of a sales guy, like me, using a multi-syllabic … [Read more...]
Experiencing What Our Customers Experience Posted on July, 2013
Too often, there's a huge disconnect between our organizations and our … [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...]
Sales Person As Orchestrator Or Resource Manager Posted on July, 2013
The role of the sales person is changing--we all know that. The way customers … [Read more...]
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