One of the key goals of customer centric organizations is "Getting Close To The … [Read more...]
Category: Transformation
Category: Transformation
Getting Close To The Customer, It's About Mobility
The Bar Is Being Raised For Both Buyer And Seller Posted on August, 2012
"More has changed in buying and selling in the past 5 years than in all prior … [Read more...]
Creating Excuses To Keep Going Back To The Customer Posted on July, 2012
I was in a fascinating discussion the other day. We are talking about … [Read more...]
"The End Of Solutions Sales" Posted on July, 2012
In the latest issue of the Harvard Business Review, the folks at the Conference … [Read more...]
Adding Value--Selling To The Professional Buyer Posted on July, 2012
Somehow, we think selling to Buying (Procurement and Sourcing) professionals … [Read more...]
Reading The Buyers' Minds Posted on July, 2012
As sales people, we always are trying to get into our Buyers' minds. We want to … [Read more...]
The Importance Of "Cross Training" For Sales Posted on June, 2012
The next 6-8 weeks represent one of those "died and gone to heaven" periods for … [Read more...]
Lean Sales And Marketing --- It's How We Put It All Together Posted on June, 2012
Several years ago, I was the guest speaker at the National Sales Meeting for a … [Read more...]
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...]
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