Not long ago, I was in a conversation with the CEO of a professional services … [Read more...]
Category: Transformation
Category: Transformation
What Would You Do If You Were In Your Customer's Shoes?
Engaging The Customer 2.0 Posted on September, 2010
On October 5-7, there's a "don''t miss" opportunity for all sales (and marketing … [Read more...]
In A Sales Slump? Posted on September, 2010
Sales slumps hit all of us for all sorts of reasons. Sometimes when we get into … [Read more...]
Pssst.....Isn't It All Really About Self Interest? Posted on September, 2010
We seemed embarrassed to admit it, or we are trained not to say this, but … [Read more...]
Prisoners Of Our Own Experiences Posted on August, 2010
I meet with executives everyday. They have great knowledge about their … [Read more...]
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...]
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