More than ever before, collaboration and partnering are critical to business … [Read more...]
Category: Transformation
Category: Transformation
On Collaboration And Partnering
Competition Got You Down? Posted on July, 2011
Understanding our competition is critical to our success as sales people. Too … [Read more...]
Who Is Your Customer? Posted on June, 2011
On the surface, this may seem an obvious question. It's been one that has been … [Read more...]
Sales As A Special Case Of Project Management Posted on June, 2011
It seems all professions have their own languages, short hand, and ways of … [Read more...]
Sales Training--Sustained Performance Or The Sugar High? Posted on June, 2011
Every year, US companies invest $4-6 Billion in training (From a person who … [Read more...]
How Did You Arrive At This Perception Of Our Solution? Posted on June, 2011
It used to be that sales people were the principal source of information about … [Read more...]
Sales Intelligence--It's About Connecting The Dots Posted on June, 2011
OK, before I start, let's get all the comments about Sales Intelligence being an … [Read more...]
Your Value Proposition Is No Longer Sufficient Posted on May, 2011
Too many sales and marketing people struggle with value propositions. For … [Read more...]
Chief Revenue Officer? Posted on May, 2011
Today, I had the privilege of participating in a Focus.com round-table with … [Read more...]
No Sales Model Is Forever, What To Do When What Worked Isn't Working Posted on May, 2011
Often, I go into a sales organization that is struggling and am amazed to see … [Read more...]
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