It seems like the concept of hunters and farmers have been around virtually as … [Read more...]
Category: Transformation
Category: Transformation
Is The Concept Of Hunters And Farmers Relevant Any More?
Are Your Sales Metrics Aligned With Your Business Strategy? Posted on January, 2017
Not long ago, I spoke with a frustrated CEO. His company was doing OK, but … [Read more...]
Crossing The Chasm: What We Care About Versus What Our Customers Care About Posted on January, 2017
There is a huge chasm between customers and our own sales and marketing … [Read more...]
Is Sales Really About Sharing Content? Posted on January, 2017
To some degree, a major function of sales people has been to be an information … [Read more...]
Delivering Insight--What Happens Next? Posted on December, 2016
The CMO and Sales VP were reviewing their latest programs to get their people … [Read more...]
Building Effective Marketing And Sales Strategies Posted on December, 2016
I just read an outstanding article, How To Create An Effective Account-Based … [Read more...]
Customers Aren't Widgets Posted on December, 2016
I've always thought sales is more science than art. I believe selling is a set … [Read more...]
Understanding Customer Needs Posted on November, 2016
I was listening to a "discovery call." It wasn't much different than any other … [Read more...]
Helping Your Buyers Look Beyond Themselves! Posted on November, 2016
We know we need to be customer focused. We know that we are most effective when … [Read more...]
Everything Has Changed In Buying/Selling, Except Us! Posted on November, 2016
Reflect back on your career in sales. For some of you, it's only a few years, … [Read more...]
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