Most of the organizations I work with are very high performance organizations. … [Read more...]
Category: Transformation
What Would Happen If We Saw Things The Way Our Customers Saw Them?
Value Propositions Change Through The Sales Cycle Posted on November, 2009
Too often, we tend to think of our value propositions as static. Effective … [Read more...]
Fun With Value Propositions Posted on October, 2009
Over the past few months, I have had the opportunity to talk and write a lot … [Read more...]
Can Value Propositions Be Generic? Posted on October, 2009
My friend Christian Mauer has written an interesting post entitled, "Can Value … [Read more...]
Selling Is About Change And Change Management Posted on October, 2009
I wonder why we never talk much about change and change management--except when … [Read more...]
We Don't Know What We Don't Know Posted on September, 2009
As consultative, solutions, customer-focused sales professionals, we know that … [Read more...]
What Do I Talk To Them About? Posted on September, 2009
Just got off a call with some experienced sales people. We are starting an … [Read more...]
Sales Productivity -- What If We Changed The Way We Look At The Problem? Posted on September, 2009
Everyday, I speak with sales executives about the issues of sales productivity, … [Read more...]
It All Starts With The Customer Posted on September, 2009
The other day, I was speaking with my friend, Niall Devitt. He had invited me … [Read more...]
The Evolving Role Of The Sales Professional---The Sales Person As Diagnostician Posted on September, 2009
We all know the role of sales professionals is changing. The sales person used … [Read more...]
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