Everything we read about and encounter is about some sort of digital … [Read more...]
Tag: Strategy
All Of What We Do Is Really About People
Is The Future Of Selling PLG? Posted on November, 2021
I read a lot of commentary from "experts" about PLG--Product Led Growth. … [Read more...]
Do We Really Want Our Sales People To Be Value Creators? Posted on November, 2021
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
Value Realization, Value Positioning, Value Creation Posted on September, 2021
As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
"How Will This Initiative Be 'Gamed'" Posted on September, 2021
I spend my time with clients thinking about and implementing major change … [Read more...]
Creating Places Where People Want To Work Posted on August, 2021
A new word/concept is creeping into my vocabulary, "The Great Resignation." I … [Read more...]
"Selling Internally," Driving Transformation Posted on August, 2021
We tend to think differently about our behaviors in engaging customers and … [Read more...]
Buzzword Bingo Posted on August, 2021
Every once in a while, some colleagues and I play a game of Buzzword Bingo. We … [Read more...]
Give Your Sales People What They Need! Posted on August, 2021
My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement … [Read more...]
What If We Started With A Blank Sheet Of Paper? Posted on June, 2021
Buying is changing profoundly. This impacts everything we do to try to engage … [Read more...]
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