x Connect via LinkedIn Subject Message Connect Whether we are … [Read more...]
Category: Transformation
Category: Transformation
Lean Sales: Cause And Effect
Why Are They Buying---Do They Know? Posted on July, 2015
I've written, often, about the importance of understanding why our customers are … [Read more...]
Focus On The Customer, Magic Happens! Posted on June, 2015
Several weeks ago, I did a deal review with a client. It was a very large … [Read more...]
Value Creation As A Form Of Discounting Posted on June, 2015
There are all sorts of articles on creating superior differentiated value. Lots … [Read more...]
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
The Seller's Process Or Journey Posted on May, 2015
x Connect via LinkedIn Subject Message … [Read more...]
How Well Do I Have To Know My Customer? Posted on May, 2015
x Connect via LinkedIn Subject Message … [Read more...]
"The Modern Buyer Is Digitally Driven, Socially Connected....." Posted on May, 2015
There's no doubt digital technologies and social media are changing the way we … [Read more...]
How Is Your Time Being Spent? Posted on May, 2015
"Time available for selling" is plummeting. Several years ago, we assessed how … [Read more...]
Change Sucks! Posted on April, 2015
Change sucks, particularly when it's inflicted on us. Often, don't understand … [Read more...]
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