I meet with executives everyday. They have great knowledge about their … [Read more...]
Category: Transformation
Category: Transformation
Prisoners Of Our Own Experiences
Our Customers Need To Do A Better Job Of Buying! Posted on August, 2010
A few years ago, I was talking to a sales manager. He was expressing some … [Read more...]
Leaping To Solutions! Are We Solving The Right Problem? Posted on July, 2010
Sales people are trained to be problem solvers -- we ask questions, probe -- … [Read more...]
On Being Customer Centric Posted on July, 2010
Customer Centricity is a hot topic these days. I get on my soapbox on Customer … [Read more...]
You Lose Because Of What You Don't Do Posted on July, 2010
Over the past few days, I've been participating in a loss review with one of my … [Read more...]
Are You Selling Within Your Own Company? Posted on June, 2010
I'm constantly surprised by how poorly many sales people communicate within … [Read more...]
For Sales Success - Everything Passes Through Finance! Posted on June, 2010
In Tom Peters' The Little BIG Things, on Item #46, he makes the point that … [Read more...]
To Get Monstrous Results, Are Our Customers Prepared For Monstrous Change? Posted on June, 2010
I was having a conversation with close friend this morning. He was expressing … [Read more...]
Did You Hear The One About 4 Blind Men And The Elephant? Posted on May, 2010
There's the old story about 4 Blind Men, one on each side of an elephant, each … [Read more...]
Know Thy Audience! Posted on May, 2010
The other day, I wrote about how even the best of us are seduced into … [Read more...]
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