I hate to start blogs with a disclaimer or apology, but I was very excited with … [Read more...]
Category: Transformation
Category: Transformation
So Now It’s Provocative Selling!
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...]
Stop Pitching, Start Listening To Your Customers Posted on January, 2009
Last week, I wrote a post "Stop Assuming Your Know Your Customers, Start … [Read more...]
Work On Stuff That Matters Posted on January, 2009
Thanks to Jim Estill, I came across this outstanding post by Tim O'Rielly: Work … [Read more...]
Moving From Customer Acquisiton To Customer Engagement Posted on January, 2009
For some strange reason, in the past few days, at least four different … [Read more...]
What We Miss About Creating Value Posted on December, 2008
I'm often called upon to speak about Value Propositions! Every time, I do some … [Read more...]