Finding and serving customers around the globe used to be the province of larger … [Read more...]
“Protecting The Family Jewels” And Disruption
"Protecting The Family Jewels" is an implicit or explicit part of too many … [Read more...]
If You Don’t Value Your Time, You’ll Never Value The Customer’s
In commenting on my post, Given A Choice, Customers Generally Prefer Not To Have … [Read more...]
Given A Choice, Customers Generally Prefer Not To Have Their Time Wasted
I was struck by a sentence in the CEB's Sales Challenger Blog, "Given a choice, … [Read more...]
Applying Lean Practices To Sales And Marketing
Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales … [Read more...]
Selling Fearlessly
There are hundreds of new books on selling published every year. To be honest, … [Read more...]
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