The other day, a sales person I had coached a few years ago called me up. He was … [Read more...]
Category: Transformation
Category: Transformation
What's It Take To Be A Major Account Rep?
Selling Through A Slump Posted on April, 2009
This new ebook from 11 top sales professionals and bloggers (yes, I'm putting … [Read more...]
Sometimes All We Want Is Good Customers. Sometimes All Customers Want Is Good Vendors. Posted on April, 2009
With this post, any doubt you may have had about me will be eliminated. You will … [Read more...]
Where You Are Depends On Your Point Of View, A Fragile Sales Ecosystem Posted on April, 2009
I've gotten a number of very positive comments on my post last week: If Your … [Read more...]
So Now It’s Provocative Selling! Posted on March, 2009
I hate to start blogs with a disclaimer or apology, but I was very excited with … [Read more...]
Akamai Has It Right! Engage Customers In A Different Conversation Posted on March, 2009
I've been fascinated by Paul Sagan's interview in Network World. I've written … [Read more...]
The Secret To Success Part 2---Make Customers Money! Posted on February, 2009
A few days ago, I wrote about the secret to sales success---saving customers … [Read more...]
The Secret To Success---Save Customers Money! Posted on February, 2009
Today's New York Times had an article: The Secret to Start-Up Success: Save … [Read more...]
Is There Real Value In Your Value Proposition? Posted on February, 2009
Everyone is talking about value propositions. Google the term and you get 11.3 … [Read more...]
Focus On Your Customer's Need To Buy, Not Your Need To Sell! Posted on February, 2009
All sales people, today, sell solutions. At least that’s what most sales people … [Read more...]