Over the past several months, Hank Barnes and I have had periodic discussions … [Read more...]
Category: Transformation
Category: Transformation
Shepherding Our Customers Through The Buying Journey
"Our Product Is Better Than Theirs" -- A Losing Strategy Posted on June, 2016
The other day, I was having breakfast with a frustrated executive. He had just … [Read more...]
There Is Only One Answer Posted on June, 2016
I get emails everyday from people seeking answers. Likewise, I read dozens of … [Read more...]
Doing The Deal Or Solving The Problem Posted on May, 2016
I wrote Solving Our Customers' Problems several days ago. My friend Martin … [Read more...]
Solving Our Customers' Problems Posted on May, 2016
At its essence, sales is about finding customers who have problems we can solve, … [Read more...]
Please Stop Insisting We Have A Problem Posted on May, 2016
I really appreciate sales people who bring us new insights about things … [Read more...]
Your Value Proposition Isn't What You Say Posted on May, 2016
I'm amazed at the number of sales people that continue to think their value … [Read more...]
Complex Or Simple Buying Process Posted on April, 2016
Over the past few months, I've been reviewing a lot of my thinking about … [Read more...]
Rethinking The Sales Organization Posted on April, 2016
In the "old days" the structure of the sales organization was pretty simple. … [Read more...]
The Customer Journey, Is It Really That Predictable? Posted on April, 2016
I saw the Princeton Marching Band for the first time in the early 80's. I was … [Read more...]
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