I wrote, If You Were In Your Customer's Shoes, What Would You Do? Gary Hart … [Read more...]
Category: Innovation
Category: Innovation
The Questions We Are Afraid To Ask
All Revenue Is Not Created Equal! Posted on July, 2014
It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
Stop Reading Books/Blogs On Selling! Posted on June, 2014
Before many of my friends who've written quite outstanding books/blogs on … [Read more...]
"Turtles Only Make Progress When They Stick Their Necks Out*" Posted on June, 2014
We often wonder why we aren't making progress. Our results aren't improving, we … [Read more...]
SBWA -- Selling By Walking Around Posted on June, 2014
Tom Peters and Robert Waterman introduced the world to the acronym, … [Read more...]
Your Competitor May Be An App! Posted on June, 2014
As consumers, everyday we see apps, great on-line stores and other technology … [Read more...]
Insight, The Convergence Of Strategies Posted on June, 2014
Insight has become the buzzword for engaging today's buyers. We are supposed to … [Read more...]
How Can We Deliver Insights Without Critical Thinking Skills? Posted on May, 2014
Both marketing and sales realize we need to change the conversation with … [Read more...]
Principles Of Sales, Part 2 --- Value Is Exchanged Posted on May, 2014
I wrote the Not So New Principles of Sales, where I identified the second not so … [Read more...]
Buying Happens In The Absence Of Selling Posted on May, 2014
In my post, Principles Of Sales, Part 1, Interactions Between People, Brian … [Read more...]
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