We, and I, are sloppy in our language, at times, particularly when we speak of … [Read more...]
Category: Transformation
Category: Transformation
The Arrogance Of "Creating Value For The Customer"
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...]
Driving Growth Through Partnerships, A Discussion With Bill Corbin, CenturyLink Posted on June, 2017
Recently, I had the opportunity to sit down with Bill Corbin, Senior Vice … [Read more...]
Our Value Creation Starts Within Our Own Company Posted on June, 2017
Recently, I wrote, "Sales People Don't Have The Time To Create Value With … [Read more...]
"Sales People Don't Have Time To Create Value With Customers....." Posted on June, 2017
I read a comment in a post, "Sales people don't have time to create value with … [Read more...]
What Sales Can Learn From Lean Manufacturing --- Part 4 Posted on June, 2017
We're almost through the 14 principles of lean manufacturing that underlie the … [Read more...]
What Sales Can Learn From Lean Manufacturing -- Part 3 Posted on June, 2017
Ir you haven't had a chance to read the first two articles in this series, take … [Read more...]
What Sales Can Learn From Lean Manufacturing -- Part 2 Posted on June, 2017
As I mentioned in my prior post, there are a lot of people promoting the … [Read more...]
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