I'm fascinated about a lot of the discussion about marketing and sales … [Read more...]
Category: Transformation
Category: Transformation
Marketing And Sales Alignment Or Integration?
Teaching Our Customers To Buy Posted on October, 2014
By now, at least if you've been reading the literature on selling, we know the … [Read more...]
The Costs Of Doing Nothing Posted on September, 2014
I suspect the biggest costs both we (individually and within our organizations) … [Read more...]
What's The Purpose Of Account Planning? Posted on August, 2014
We talk a lot about account planning, particularly if our "territory" is one or … [Read more...]
3 Behaviors That Drive Successful Sales People Posted on August, 2014
Recently, I read a HBR Post by Ryan Fuller, 3 Behaviors That Drive Successful … [Read more...]
If You Aren't Building Value, Someone Else Is! Posted on August, 2014
Well, actually, even if you are building value, someone else still is. We win … [Read more...]
Who Is The Customer Experience For? Posted on August, 2014
The answer to this question seems obvious, the customer experience, whether it … [Read more...]
When Are We Going To Integrate Sales And Marketing? Posted on August, 2014
We know customers want to us to engage them differently. There's all sorts of … [Read more...]
Before We Can "Teach" Our Customers, We Have To First Learn From Them Posted on July, 2014
Teaching our customers is a cornerstone of Challenger, Insight Selling, and just … [Read more...]
The Questions We Are Afraid To Ask Posted on July, 2014
I wrote, If You Were In Your Customer's Shoes, What Would You Do? Gary Hart … [Read more...]
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