My colleague Anthony Iannarino wrote an outstanding post: "Mismatched Skills … [Read more...]
Category: Innovation
Category: Innovation
Are We Allowing Ourselves To Be Commoditized?
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...]
Learning From Our Subordinates Posted on April, 2012
One of the key roles of any leader or executive is to teach, coach, develop our … [Read more...]
The Key To Differentiation Posted on March, 2012
Differentiation is critical to sales. It sets us apart, enabling our customers … [Read more...]
Struggling With Intolerance Posted on March, 2012
The other day, my friend Jill Konrath wrote a compelling post, Silence Is … [Read more...]
Sales, Marketing, Big Data, and Stories Posted on March, 2012
Many pundits, including me, believe predictive analytics and big data are … [Read more...]
Customer Experience And Silos Posted on March, 2012
We organize our companies by function--sales, marketing, customer service, … [Read more...]
Marketing And Sales--Inseparable Posted on March, 2012
I just read the IBM 2011 Global CMO Marketing Study. It's a fascinating report, … [Read more...]
Curiosity -- A Critical Trait Of Great Sales People Posted on February, 2012
A trait I don't hear much about, but one that I think is critical for sales … [Read more...]
Shifting The Curve Posted on February, 2012
I'm amazed by many of the discussions I read about sales performance … [Read more...]
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