My post, Marketing Displaces Sales, created a lot of comments and discussion. … [Read more...]
Tag: Strategy
Marketing And Sales--Nimbleness, Agility, Flexibility
Marketing Displaces Sales! Posted on February, 2013
Customers are self educating, they don't want to see sales people until they … [Read more...]
Factors For Global Expansion Success Posted on February, 2013
I started this series for OpenView Labs with a post, When Should You Consider … [Read more...]
When Should Your Company Consider Global Expansion Posted on January, 2013
I did a series of videos on Globalization for OpenView Labs. This is the … [Read more...]
'Tis The Season To Declare "The Death Of [Fill In The Blank]" Posted on January, 2013
The other day, Paul Dunay tweeted about an article on "The Death Of Marketing." … [Read more...]
It's Your Right To 100% Share Of Customer And Territory Posted on December, 2012
When I first started selling, I learned a lesson that has stuck with me -- and … [Read more...]
Metrics And Balanced Performance Posted on December, 2012
As we plan for the new year, many managers ask themselves the question, "What … [Read more...]
Radical Simplification Posted on December, 2012
There's no doubt, the world and business is more complex and this is unlikely to … [Read more...]
Moving From Value Creation To Value Co-Creation Posted on November, 2012
As sales people we have been drilled and drilled in "Value Propositions." Over … [Read more...]
Getting Your People To Use The Skills And Knowledge They Already Have Posted on November, 2012
I'm very fortunate to work with very talented sales executives and people. Most … [Read more...]
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