"Time available for selling" is plummeting. Several years ago, we assessed how … [Read more...]
Category: Transformation
Category: Transformation
How Is Your Time Being Spent?
Change Sucks! Posted on April, 2015
Change sucks, particularly when it's inflicted on us. Often, don't understand … [Read more...]
Buying Acceleration Posted on March, 2015
It's become fashionable to talk about Sales Acceleration. I suppose it seems … [Read more...]
"Delivering Your Value Proposition" Is Not A Step In Your Sales Process! Posted on March, 2015
Before going further in this article, stop for a moment and look at the steps … [Read more...]
Throw Away Your Value Proposition, It's Meaningless! Posted on March, 2015
Hold onto your outbursts of, "Dave, you've lost it!" Also, recognize that I … [Read more...]
When Are We Being Manipulative? When Is It Just Best Practice? Posted on March, 2015
Few would promote blatant manipulation of the customer to achieve our goals. We … [Read more...]
Understanding Transactional Buying Posted on February, 2015
There are 1000's of articles about transactional selling. The collective wisdom … [Read more...]
The Entrepreneurial Spirit In Sales, A Discussion With Nikolaus Kimla Posted on February, 2015
Today I had the great pleasure of participating in a discussion of the … [Read more...]
Crossing The Chasm, Selling And Buying Process Posted on January, 2015
First, apologies to Geoffrey Moore and his seminal book Crossing The … [Read more...]
Creating Low Effort Customer Experiences --- A Conversation With Dione Hedgpeth Of Apptio Posted on January, 2015
Low effort for the customer, that is! Too often, we get customer experience … [Read more...]
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