Recently, I was speaking with an executive whose team was involved in a major … [Read more...]
Category: Transformation
Category: Transformation
Customers Don't Care About Their Buying Journey!
Moving Beyond The "Chaotic Buying Process" Posted on October, 2018
It seems in recent months, the sales and marketing world is suddenly waking up … [Read more...]
Customers, Looking For Help In Other Places Posted on October, 2018
As sales people, our goal is to become the "go-to" resource for our customers in … [Read more...]
Transforming What We Do Is Not Optional! Posted on October, 2018
Last week, I was sitting in the Gartner Sales and Marketing Conference. If … [Read more...]
What Does "Insight" Mean In 2019 And Beyond? Posted on October, 2018
The concept of providing our customers rich insight has become "standard" for … [Read more...]
There Is No "Playbook" For Buying! Posted on October, 2018
Playbooks are big. There are lots of tools and never ending content around … [Read more...]
Rethinking The Sales And Marketing Organization Posted on September, 2018
We continue to organize our sales and marketing initiatives around what makes us … [Read more...]
Aligning With The Customer Buying Journey Posted on September, 2018
We know we have to align our marketing and sales processes with the customer … [Read more...]
"Sales Is Just Another Information Delivery Channel" Posted on September, 2018
In the distant past, sales people were a primary channel for customer for … [Read more...]
What Keeps Us From Doing What We Know Is Right? Posted on September, 2018
Most Fridays, I take great joy in reading Hank Barnes #FridayFails. Hank … [Read more...]
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