Several months ago, my friends at the CEB sent me a review copy of The … [Read more...]
Category: Transformation
Category: Transformation
The Challenger Customer
The Intersection Of Seth Godin And Challenger And Insight Driven Sales Posted on September, 2015
For some time, I've had the famous Jack Nicholson/Tom Cruise scene in "A Few … [Read more...]
Customer "Decision-Making Readiness" As A Qualifier Posted on September, 2015
We've all read the data about increases in "No Decision Made." In the new, The … [Read more...]
"Herding Customers" Through Complex Buying Processes Posted on September, 2015
I'm the proud "parent" of two cats, Sammy and Harley. As with most cats, they … [Read more...]
Just Good Enough Value Creation Posted on September, 2015
Thousands of posts are written about value propositions and value creation. By … [Read more...]
Differentiation, Dissimilarity, Disruption Posted on August, 2015
Recently, I was being interviewed on value creation and differentiation. I was … [Read more...]
Are You Creating Value Or Cost? Posted on August, 2015
There are thousands of posts and hundreds of books on Value Creation. I've, in … [Read more...]
Being Too Smart About Our Solutions Posted on August, 2015
Not long ago, I had a fascinating call with a sales person. He was very … [Read more...]
Making Our Customers' Lives Better Posted on July, 2015
My article, How B2B Customers Make Decisions, sparked a lot of discussions in … [Read more...]
How B2B Buyers Make Purchase Decisions Posted on July, 2015
I'm a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: … [Read more...]
- « Previous Page
- 1
- …
- 80
- 81
- 82
- 83
- 84
- …
- 120
- Next Page »