Companies spend $100's of millions every year in training sales people about … [Read more...]
Category: Transformation
It Doesn't Matter What We Know, It's What The Buyer Needs
When Customers Really Want To Buy--Perishable Demand!  Posted on April, 2011  
A couple of weeks ago, I really needed to make a relatively major purchase in … [Read more...]
There's More To The Discovery Process Than Identifying Needs!  Posted on April, 2011  
After Qualifying, I believe the Discovery Phase of the sales process is the … [Read more...]
We Have To Invest In Revenue Generation  Posted on April, 2011  
A key goal of most businesses (profit and not for profit) is revenue … [Read more...]
Does Our "Value" Align With How Customers Define Value?  Posted on March, 2011  
Over the past week, I've been writing a lot about Value. We build our … [Read more...]
Defining Value  Posted on March, 2011  
After I published my post, Rethinking Value, an interesting discussion/debate … [Read more...]
Rethinking Value  Posted on March, 2011  
I've written a lot about value propositions, but I think we really need to … [Read more...]
Value Creation Starts With Great Questions  Posted on March, 2011  
In answering a question at Focus.com, my friend and business partner, Anthony … [Read more...]
Are You Selling To Where Your Customer Is Going To Be?  Posted on March, 2011  
Wayne Gretsky attributed part of his greatness as a hockey player to, "always … [Read more...]
Sales Process---Did You Develop It In A Dark Room?  Posted on February, 2011  
There was an interesting comment by Mohamed Saad at the Future Selling Institute … [Read more...]
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