Everyday, I speak with sales people who are struggling. They've got a rock … [Read more...]
Category: Transformation
Category: Transformation
It's Not About What Your Product Does....
"We Need To Do More To Help Our Sales People!" Posted on August, 2017
It seems everywhere I turn, there is a huge urgency around "helping" our sales … [Read more...]
The Buying Process, It Only Happens 1 Time! Posted on July, 2017
Customers struggle with buying. There's a huge amount of data indicating the … [Read more...]
Value Creation, Are Your Customers Holding Up Their End? Posted on July, 2017
I wrote, The Arrogance Of Creating Value For The Customer. Most of the time … [Read more...]
Leading With The Problem? Posted on July, 2017
I was involved in a twitter discussion. The following question was posed, "When … [Read more...]
Understanding Your Customer's Needs And Requirements Posted on July, 2017
In my formative years in selling, one of the key things I learned was to … [Read more...]
The Arrogance Of "Creating Value For The Customer" Posted on July, 2017
We, and I, are sloppy in our language, at times, particularly when we speak of … [Read more...]
Rethinking Sales Skills And Competencies Posted on June, 2017
Wayne Gretzky has the famous quote describing why he is an all time top … [Read more...]
Stop All This Nonsense About Value Add! Posted on June, 2017
There's a fascinating discussion about the various dimensions of "value" driven … [Read more...]
Our Products Are Becoming Commoditized! Posted on June, 2017
It seems every product, regardless of how complex, is destined for some level of … [Read more...]
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