There is a huge chasm between customers and our own sales and marketing … [Read more...]
Tag: Value Proposition
Crossing The Chasm: What We Care About Versus What Our Customers Care About
Failure Takes Effort Posted on December, 2016
Failure, for the most part, doesn't happen over night. Sure, there are … [Read more...]
"Target Close Date" Integrity Posted on December, 2016
Bob Apollo wrote an outstanding post, Where Did That Close Date Come From? He … [Read more...]
We Become Commoditized Only When We Let Ourselves Be Commoditized! Posted on November, 2016
I read an article about the seeming inevitability of commoditization. We … [Read more...]
Account Management, The Challenges Of Incumbency Posted on October, 2016
Account Based Everything is a huge topic these days. Everyone is account … [Read more...]
All Customers Aren't Alike Posted on October, 2016
"Well Duuugggh Dave! Thanks for that stunning insight!?!" OK, now that you've … [Read more...]
Training Our Customers To Want The 57%! Posted on October, 2016
There's so much misunderstanding about the data point published by CEB a number … [Read more...]
There Is No Disqualification Fallacy! Disqualification Is Critical! Posted on August, 2016
It's not often that Anthony Iannarino and I disagree. When we do, it leads to a … [Read more...]
The Customer Doesn't Care About Your Number! Posted on August, 2016
It happens to all of us. We need to make our number. Quarter end is … [Read more...]
Predictably Unpredictable Posted on August, 2016
Over the past few years there's been a huge rush to "predictability" in sales … [Read more...]
- « Previous Page
- 1
- …
- 42
- 43
- 44
- 45
- 46
- …
- 77
- Next Page »