I have a confession, I grew up selling high tech systems, software and complex … [Read more...]
Category: Innovation
Category: Innovation
What Commoditized Products Can Teach Us About Selling
The Big Idea: Solve Your Customers' Big Problems Posted on March, 2009
Customers are looking for something different these days. Our traditional … [Read more...]
When All Else Is Equal, How Do You Differentiate Yourself Posted on March, 2009
This morning, I had an interesting discussion with a client. He was talking … [Read more...]
Ever Wonder About Change? Posted on February, 2009
There have been a few versions of this around. I think this is one of the latest … [Read more...]
Dramatically Increase Sales! Posted on January, 2009
Seth Godin seems to come up with the simplest and thought provoking ideas. I … [Read more...]
Stop Assuming You Know Your Customers, Start Listening To Them! Posted on January, 2009
Thanks to one of Fred Wilson's recent posts, I discovered Whitney Hess, a user … [Read more...]
Remembering Deming's Lessons---Always Important, But Somehow More So Now Posted on December, 2008
Art Petty reminds us in Management Excellence, about Deming's lessons and their … [Read more...]
What We Miss About Creating Value Posted on December, 2008
I'm often called upon to speak about Value Propositions! Every time, I do some … [Read more...]
Resistance To Change Posted on November, 2008
Thanks to Art Petty for calling attention to the excellent column in Quality … [Read more...]
A Picture Is Worth 10,000 Words Posted on November, 2008
It's been far too long since I have posted. Combinations of excuses---travel, … [Read more...]