Those of us who sell complex B2B solutions to large companies live in a world … [Read more...]
Category: Transformation
Category: Transformation
Collaboration--Now More Critical Than Ever
If You Are Learning Your Customers’ Needs, You Are Too Late Posted on May, 2012
Classically, as we qualified and engaged our customers in solving their … [Read more...]
How Easy Are You To Do Business With? Posted on May, 2012
I have to admit, I'm writing this out of a little bit of frustration. I have a … [Read more...]
Differentiated Value ---- Just Good Enough! Posted on May, 2012
These days, so many of the conversations among sales professionals and pundits … [Read more...]
Customers Are Self Educating/Informing, But What Are They Learning? Posted on May, 2012
We all know the shifts in buying. The web offers a tremendous resource to all … [Read more...]
Are We Speaking The Customer's Language? Posted on April, 2012
Recently I was in China in a series of meetings with CEO's of Chinese … [Read more...]
If You Don't Know Where You Are Going, Any Road Will Get You There Posted on April, 2012
A well known saying, "If you don't know where you are going, any road will get … [Read more...]
Customer And Market Transitions Wait For No One Posted on April, 2012
I was struck by this comment from John Chambers, Chairman and CEO of Cisco, " We … [Read more...]
What's In It For The Person Paying The Bill? Posted on April, 2012
I received a frustrated email from a colleague the other day. He described a … [Read more...]
"Can We Collaborate?" Posted on April, 2012
To be fair to my readers, this is a rant, if you aren't prepared for my whining, … [Read more...]
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