I read a wonderful quote from Colin Shaw, "If you take away a company's … [Read more...]
Category: Transformation
Category: Transformation
"If You Take Away Your Products, What's Left?"
Your "Business Justified Solution" Is Insufficient To Win The Business! Posted on March, 2016
I've been talking to a team of people about Value Propositions. They need to … [Read more...]
Finding Customers Who Aren't Looking Posted on March, 2016
There's no doubt that digital media, rich content, search and other technique … [Read more...]
What Customer Problems Do You Solve, Not What Do You Do! Posted on March, 2016
I was leading a discussion about value propositions with a group of product … [Read more...]
"No Decision Made," Are You The Problem? Posted on March, 2016
Depending on the research, No Decision Made (NDM) represents a huge percent of … [Read more...]
Can You Change Your Customer? Can You Change Yourself? Posted on March, 2016
Once we eliminate all the fancy words and hand waving, sales is about getting … [Read more...]
Business People Who Sell Posted on March, 2016
Our customers don't need sales people calling on them. They don't need a person … [Read more...]
The Brave New World Of Buying Automation Posted on February, 2016
There was a hilarious article in the New York Times, A Robot That Has Fun At … [Read more...]
It's Really Not About The Buying Process Posted on February, 2016
As sales professionals (marketing too), for years we've always been pretty self … [Read more...]
It's Not "Integrated Sales And Marketing," It's "Interleaved Sales And Marketing" Posted on February, 2016
I've been pretty tough on content marketers and marketing in a couple of my … [Read more...]
- « Previous Page
- 1
- …
- 76
- 77
- 78
- 79
- 80
- …
- 120
- Next Page »