I wrote about 70% Of Buying Process Completed Without Sales Involvement! There … [Read more...]
Category: Transformation
Category: Transformation
Reclaiming Our 70% Of The Customer Buying Process
70% Of Buying Process Completed Without Sales Involvement! Posted on December, 2012
I'm sorry if I'm starting to sound like a broken record, but I'm getting tired … [Read more...]
Moving From Value Creation To Value Co-Creation Posted on November, 2012
As sales people we have been drilled and drilled in "Value Propositions." Over … [Read more...]
"We Aren't In Kansas Anymore" Going Global Posted on November, 2012
Finding and serving customers around the globe used to be the province of larger … [Read more...]
"Protecting The Family Jewels" And Disruption Posted on November, 2012
"Protecting The Family Jewels" is an implicit or explicit part of too many … [Read more...]
Applying Lean Practices To Sales And Marketing Posted on November, 2012
Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales … [Read more...]
Messaging Or Engaging, Where Is The Conversation? Posted on November, 2012
I may be guilty of wordsmithing and I'd appreciate you correcting me on this, … [Read more...]
Do You Really Understand Your Customer's Goals? Posted on October, 2012
As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]
It's The Customer's Responsibility To Buy! Posted on October, 2012
As sales people, we take our responsibility to sell very seriously--sometimes … [Read more...]
Teaching Our Customers Posted on October, 2012
There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]
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