It's clear that our customers want to be engaged differently. High performing … [Read more...]
Tag: Strategy
The Insight Driven Organization
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...]
The Weaponization Of Social Media Posted on June, 2013
I just read Chris Brogan's piece, The Bare Truth About Social Media, a phrase … [Read more...]
Complexity Is Just An Excuse Posted on June, 2013
There is no question, our worlds are very complex. The challenges our customers … [Read more...]
Who Is The Customer? Posted on June, 2013
Some of you are scratching your heads. What's Dave getting into? Aren't … [Read more...]
No Free Lunch, Investing In Sales And Marketing Posted on June, 2013
My friend, Anthony Iannarino wrote an interesting post, A Cheap Sales Force Is … [Read more...]
Sales People Do What You Measure And Compensate Them To Do! Posted on May, 2013
I'm sure there are some snarky reactions, "Well thanks for the insight Dave, I … [Read more...]
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