Last Friday, I kicked off a series of Friday posts I will be doing on Lean Sales … [Read more...]
Tag: Strategy
Lean Sales And Marketing -- Standard Work
The Sales Stack, Another View Posted on June, 2012
My friend, Jim Keenan, wrote an interesting post on "The Sales Stack." It … [Read more...]
What Happens When We "Fix" The Sales Problem? Posted on June, 2012
We have a revenue problem, we aren't making the numbers, we aren't growing, we … [Read more...]
Customer And Market Transitions Wait For No One Posted on April, 2012
I was struck by this comment from John Chambers, Chairman and CEO of Cisco, " We … [Read more...]
If Your Sales Organization Is Underperforming, Would You Know? Posted on March, 2012
"Well duuuuuh Dave, what a stupid question, isn't easy to tell? After all, … [Read more...]
Getting Marketing And Sales Together Posted on March, 2012
I commented on the results reported in IBM's outstanding survey of CMO's. The … [Read more...]
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...]
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