Too often, there's a huge disconnect between our organizations and our … [Read more...]
Category: Transformation
Category: Transformation
Experiencing What Our Customers Experience
Customer Decisionmaking, Like Herding Cats Posted on July, 2013
I'm the proud "father" of Sammy and Harley---that's them in the picture. It … [Read more...]
How Will The Customer Pay For It? Posted on July, 2013
I've written before about how many opportunities we inappropriately disqualify … [Read more...]
Sales Person As Orchestrator Or Resource Manager Posted on July, 2013
The role of the sales person is changing--we all know that. The way customers … [Read more...]
Separating The Challenger Sales Person From Insight Delivery Posted on July, 2013
Are "Challenging" and "Insight" synonymous? I had been mixing them together, … [Read more...]
"We Don't Have The Budget" Posted on June, 2013
"We don't have the budget" strikes fear into the hearts of all sales people. … [Read more...]
Competing For Mindshare Or Meaningshare Posted on June, 2013
Mindshare is top of mind(so to speak) in most marketing and sales … [Read more...]
Complexity Is Just An Excuse Posted on June, 2013
There is no question, our worlds are very complex. The challenges our customers … [Read more...]
Our Success Is Based On The Misery Of Our Customers! Posted on June, 2013
OK, maybe misery is too dramatic, but at its core, unless our customers are … [Read more...]
Who Is The Customer? Posted on June, 2013
Some of you are scratching your heads. What's Dave getting into? Aren't … [Read more...]
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