Every organization has (or should have) a process for "managing" customer … [Read more...]
Category: Transformation
Category: Transformation
Customer Experience, "Being Managed Or Handled"
Lean Sales And Marketing--"Every Activity Has A Context" Posted on March, 2013
I'm at the Forrester Sales Enablement Conference. It's fascinating, I'll have a … [Read more...]
Social Media Versus The Traditionalists Posted on February, 2013
I was reading a very good post at OpenView Labs site, Can Social Prospecting … [Read more...]
Do You Have Enough Confidence To Listen To Your Customer? Posted on February, 2013
I think too many sales people lack confidence! Listen to them on sales calls, … [Read more...]
What Questions Are You Asking Your People? Posted on February, 2013
Sales managers have a great deal of influence on the behavior of their people … [Read more...]
Dear Occupant, I've Got Insight! Posted on February, 2013
Insight is a key differentiators in the value we create for our customers, … [Read more...]
Co-Creation Critical To Selling Solutions Posted on February, 2013
For years, we've been trained, "Customers want solutions." The best of us try … [Read more...]
Stop Worrying About The Questions Your Customers Are Asking! Posted on February, 2013
Don't get me wrong, you have to be responsive to your customers. You have to … [Read more...]
Factors For Global Expansion Success Posted on February, 2013
I started this series for OpenView Labs with a post, When Should You Consider … [Read more...]
Value Co-Creation Starts Internally Posted on January, 2013
Recently, I wrote Moving From Value Creation To Value Co-Creation. Co-Creation … [Read more...]
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