Not long ago, I was asked by some investors to assess the business plan of a … [Read more...]
Tag: Strategy
Proving Math Works
Solving Today's Problems Doesn't Get You To Tomorrow Posted on March, 2011
A few days ago, my friend Don Perkins had a wonderful comment on my post, Are … [Read more...]
Who Owns The Customer? Posted on March, 2011
Earlier this week, I attended Selling Power's Sales 2.0 Conference in San … [Read more...]
Are You Selling To Where Your Customer Is Going To Be? Posted on March, 2011
Wayne Gretsky attributed part of his greatness as a hockey player to, "always … [Read more...]
Why Didn't You Buy From Me? Posted on March, 2011
"Why Didn't You Buy From Me?" This six and a half word sentence is probably the … [Read more...]
Getting It Done Versus Doing It Right Posted on January, 2011
I saw a comment by Alex Shootman of Eloqua at Focus this morning. He spoke of … [Read more...]
Are You The Right Person To Do This Deal? Posted on December, 2010
B2B solutions, consequently B2B selling is increasingly complex. Layer on top … [Read more...]
"Me Too," Is Not A Value Proposition! Posted on December, 2010
A client called me up a couple of days ago with an interesting problem. They … [Read more...]
Five Questions Posted on October, 2010
When I started my career in sales, I had the privilege of getting some of the … [Read more...]
What Bumper Cars Teaches Me About Selling Posted on October, 2010
This past weekend, we went to an amusement park. One of the rides I always … [Read more...]
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