I was in a fascinating discussion the other day. We are talking about … [Read more...]
Category: Transformation
Category: Transformation
Creating Excuses To Keep Going Back To The Customer
"The End Of Solutions Sales" Posted on July, 2012
In the latest issue of the Harvard Business Review, the folks at the Conference … [Read more...]
Adding Value--Selling To The Professional Buyer Posted on July, 2012
Somehow, we think selling to Buying (Procurement and Sourcing) professionals … [Read more...]
Reading The Buyers' Minds Posted on July, 2012
As sales people, we always are trying to get into our Buyers' minds. We want to … [Read more...]
The Importance Of "Cross Training" For Sales Posted on June, 2012
The next 6-8 weeks represent one of those "died and gone to heaven" periods for … [Read more...]
Lean Sales And Marketing --- It's How We Put It All Together Posted on June, 2012
Several years ago, I was the guest speaker at the National Sales Meeting for a … [Read more...]
A Missed Customer Service Opportunity Posted on June, 2012
At this moment, I’m sitting in the United Club in Concourse C at Chicago … [Read more...]
Lean Sales And Marketing --- Leaning Our Sales Process Posted on June, 2012
Process is a fundamental part of "Lean." We can't possibly be Lean without … [Read more...]
"Congratulations, You Are Now Part Of Our Strategic Account Program" Posted on June, 2012
Whether we call them strategic accounts, global accounts, key accounts, or … [Read more...]
Moving From The Teaching Pitch To A Collaborative Dialog Posted on June, 2012
The art of the "pitch" continues to be escalated. The sales person has always … [Read more...]
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