The other day, Paul Dunay tweeted about an article on "The Death Of Marketing." … [Read more...]
Tag: Strategy
'Tis The Season To Declare "The Death Of [Fill In The Blank]"
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...]
"Intelligent Leads" Posted on November, 2012
I was recently asked to share my views of the impact of Big Data, business … [Read more...]
Our People Are Not Commodities, They Are Our Differentiation! Posted on October, 2012
Unfortunately, too often the people in organizations are treated as … [Read more...]
Does LinkedIn Actually Impact Sales? Posted on October, 2012
LinkedIn has become a powerful tool for all sales and business professionals. … [Read more...]
Executing Company Strategy Posted on October, 2012
The sales organization is responsible for executing the company strategy with … [Read more...]
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