Several years ago, I was the guest speaker at the National Sales Meeting for a … [Read more...]
Category: Transformation
Category: Transformation
Lean Sales And Marketing --- It's How We Put It All Together
A Missed Customer Service Opportunity Posted on June, 2012
At this moment, I’m sitting in the United Club in Concourse C at Chicago … [Read more...]
Lean Sales And Marketing --- Leaning Our Sales Process Posted on June, 2012
Process is a fundamental part of "Lean." We can't possibly be Lean without … [Read more...]
"Congratulations, You Are Now Part Of Our Strategic Account Program" Posted on June, 2012
Whether we call them strategic accounts, global accounts, key accounts, or … [Read more...]
Moving From The Teaching Pitch To A Collaborative Dialog Posted on June, 2012
The art of the "pitch" continues to be escalated. The sales person has always … [Read more...]
Lean Sales And Marketing--Defining Value Posted on June, 2012
As I typed the title to this week's installment on Lean Sales And Marketing, I … [Read more...]
"What We Sell Is Different Than What We Install" Posted on June, 2012
I started my career selling mainframe computers for IBM in the very late 70's. … [Read more...]
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...]
Sales And The Dreaded "P" Word Posted on June, 2012
No this isn't a post about pricing. There's a "P" Word that strikes dread into … [Read more...]
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