I'm often called upon to speak about Value Propositions! Every time, I do some … [Read more...]
Category: Transformation
Category: Transformation
What We Miss About Creating Value
It's All About Trust Posted on December, 2008
I've been reading and thinking a lot about trust recently. Everyday, the news … [Read more...]
Getting Back In The Game Posted on November, 2008
I've been terribly remiss in keeping this blog updated --- there are always … [Read more...]
Connecting Versus Relating --- The Disappearance Of Real Relationships Posted on October, 2008
There is a great post in the Slow Leadership blog on "Connecting Versus … [Read more...]
Sell Using Value Propositions Posted on August, 2008
In past posts and writing, I've taken a pretty strong stance on how the concept … [Read more...]
How To Form Selling Partnerships That Really Work Posted on July, 2008
The July/August issue of Selling Power magazine has several interesting articles … [Read more...]
What Did You Sell That For? Posted on July, 2008
In the mid 80's, as a young manager in IBM, I was meeting with IBM's then Vice … [Read more...]
Globalization---Imposing Our Standards Posted on April, 2008
We work with many organizations in globalization. One of the most common things … [Read more...]
Focus On Your Customer's Need To Buy! Getting Personal With Your Customer. Posted on February, 2008
We have spent years getting sales professionals and organizations trying to … [Read more...]
Truth In Advertising -- Do You Really Believe The Value You Produce? Posted on January, 2008
I just got an email inviting me to yet another networking site. This was an … [Read more...]