A while back I was involved in a discussion about performance. For some reason, … [Read more...]
Category: Performance
Category: Performance
Whose Performance Problem Is It?
Value Creation As A Form Of Discounting Posted on June, 2015
There are all sorts of articles on creating superior differentiated value. Lots … [Read more...]
What Does It Mean To Be A Channel In An Omnichannel World? Posted on June, 2015
All the talk in B2C and B2B these days is "omnichannel." The B2C world has … [Read more...]
If All We Use Is A Hammer....... Posted on June, 2015
There's the familiar saying, "If all you have is a hammer, pretty soon … [Read more...]
Did You Write The RFP? Posted on June, 2015
I was asked to participate in a deal review. It was one of those "mega" deals, … [Read more...]
Stop Making Sales People Look Stupid! Posted on June, 2015
Would you willingly make 10,20, 30 prospecting calls a day if you knew the … [Read more...]
Do You Respect Your People Enough To Fire Them? Posted on May, 2015
Unfortunately, one of the biggest sins I see in performance management is … [Read more...]
I Owe A Sales Person An Apology! Posted on May, 2015
Friday late afternoon, I was rushing to finish a few things. My wife and I had … [Read more...]
Live By Your Products, Die By Your Products! Posted on May, 2015
We're in love with our products. At the drop of a hat, we will wax on endlessly … [Read more...]
How Well Do I Have To Know My Customer? Posted on May, 2015
x Connect via LinkedIn Subject Message … [Read more...]
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