Reading an article about Patagonia's and other's strategies, I was struck by the … [Read more...]
Category: Transformation
Category: Transformation
How Do We Make People Better Off By Working With Us?
"Sensemaking" Is Not Just For Our Customers Posted on December, 2021
Brent Adamson wrote an outstanding HBR article on "Sensemaking For Sales." It's … [Read more...]
DIGITAL transformation Or digital TRANSFORMATION Posted on December, 2021
You can't look at anything in sales, marketing, even business without … [Read more...]
Sales And Marketing Alignment Or Integration? Posted on December, 2021
I wonder if we need to rethink our concepts of sales and marketing and how we … [Read more...]
Being A Buyer Is A Foreign Concept To Customers Posted on December, 2021
As sales people, we know what our job is. We have to generate revenue through … [Read more...]
It's Prediction Season Again Posted on December, 2021
It's that time of year where it's fashionable to make predictions about the big … [Read more...]
Is The Future Of Selling PLG? Posted on November, 2021
I read a lot of commentary from "experts" about PLG--Product Led Growth. … [Read more...]
Our Selling Process Can Help Our Customers Buy Posted on November, 2021
From my earliest days as a salesperson, I've been taught the "sales process," … [Read more...]
The Customer Focused Sales Process Posted on November, 2021
We've long known (whether we use it or not) about the "sales process." … [Read more...]
Everyone Has A Customer Posted on November, 2021
We struggle to be "customer focused." Somehow, our priorities and goals have … [Read more...]
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