In answering a question at Focus.com, my friend and business partner, Anthony … [Read more...]
Category: Transformation
Value Creation Starts With Great Questions
Are You Selling To Where Your Customer Is Going To Be? Posted on March, 2011
Wayne Gretsky attributed part of his greatness as a hockey player to, "always … [Read more...]
Sales Process---Did You Develop It In A Dark Room? Posted on February, 2011
There was an interesting comment by Mohamed Saad at the Future Selling Institute … [Read more...]
Your Customers Know What You Value, Do You? Posted on February, 2011
My friend, Wally Bock, wrote an interesting newsletter last week on Bear … [Read more...]
Let's Put Marketing On Commission! Posted on January, 2011
My friend, Dan McDade, President ofPointClear, has been leading an interesting … [Read more...]
How About Hanging Out Where Your Customers Hang Out? Posted on January, 2011
When I started my sales career, I sold computers to large banks on Wall Street. … [Read more...]
Should Sales People Be Blogging? Posted on January, 2011
I've been reading a lot of opinions about sales people blogging--many favoring … [Read more...]
The Future Of Selling, It's Social---Or Is It? Posted on December, 2010
I’ve written about this in the past, I’m a strong advocate of social networking … [Read more...]
Value Is A Mystery Posted on December, 2010
I have to thank Mike Wilkinson of Axia Value Solutions for this idea, but when … [Read more...]
The Future Of Selling -- It's Social Posted on December, 2010
In April, OgilvyOne announced their World's Greatest Salesperson contest. I … [Read more...]
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