So you've finally qualified a deal, you have something real to compete for, an … [Read more...]
Category: Transformation
Category: Transformation
Making Progress, What Do We Talk About Next?
Changing Our Vocabularies! Posted on September, 2012
The words we use betray our thinking and focus. How we express ourselves shows … [Read more...]
Building Your Sweet Spot Posted on September, 2012
In my post, Focus On Your Sweet Spot, I spoke of the importance of developing a … [Read more...]
Are You Building Coalitions With Your Customers? Posted on August, 2012
As sales professionals, we're supposed to be great at building relationships … [Read more...]
Change, When Will We Put It Behind Us!?!@#!? Posted on August, 2012
About a week ago, I participated in a conversation with a group of frustrated … [Read more...]
Getting Close To The Customer, It's About Mobility Posted on August, 2012
One of the key goals of customer centric organizations is "Getting Close To The … [Read more...]
The Bar Is Being Raised For Both Buyer And Seller Posted on August, 2012
"More has changed in buying and selling in the past 5 years than in all prior … [Read more...]
Creating Excuses To Keep Going Back To The Customer Posted on July, 2012
I was in a fascinating discussion the other day. We are talking about … [Read more...]
"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...]
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