I commented on the results reported in IBM's outstanding survey of CMO's. The … [Read more...]
Tag: Strategy
Getting Marketing And Sales Together
Marketing And Sales--Inseparable Posted on March, 2012
I just read the IBM 2011 Global CMO Marketing Study. It's a fascinating report, … [Read more...]
Shifting The Curve Posted on February, 2012
I'm amazed by many of the discussions I read about sales performance … [Read more...]
Selling Process Or Buying Process? Posted on February, 2012
My post yesterday, The Secret To Sales Success, stirred up a twitter discussion … [Read more...]
What Happens When The Customer Doesn't Raise His Hand? Posted on January, 2012
There has been an important revolution in marketing thinking over the past … [Read more...]
Do You Have The Pieces-Parts Or A Working System? Posted on January, 2012
Take a look at the two pictures below (courtesy of RapidRepair.com). In one … [Read more...]
The Importance Of Push And Pull In Sales Posted on January, 2012
There is an interesting discussion on Focus on transforming sales organizations … [Read more...]
Looking For Ideas In All The Wrong Places Posted on December, 2011
Top performers--whether they are individual contributors, managers, or … [Read more...]
Before You Can Create Value For Your Customer, You Have To Know What Value You Create Posted on November, 2011
Having a differentiated value proposition, creating value for your customers is … [Read more...]
What's Your Focus? Posted on November, 2011
I work with dozens of organizations and hundreds to thousands of business … [Read more...]
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