There have been some interesting comments about my post, If You Are Learning … [Read more...]
Category: Transformation
Category: Transformation
Wake Up! The Paradigm Has Shifted!
Collaboration--Now More Critical Than Ever Posted on May, 2012
Those of us who sell complex B2B solutions to large companies live in a world … [Read more...]
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...]
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