I'm amazed at the number of sales people that continue to think their value … [Read more...]
Category: Transformation
Category: Transformation
Your Value Proposition Isn't What You Say
Complex Or Simple Buying Process Posted on April, 2016
Over the past few months, I've been reviewing a lot of my thinking about … [Read more...]
Rethinking The Sales Organization Posted on April, 2016
In the "old days" the structure of the sales organization was pretty simple. … [Read more...]
The Customer Journey, Is It Really That Predictable? Posted on April, 2016
I saw the Princeton Marching Band for the first time in the early 80's. I was … [Read more...]
"If You Take Away Your Products, What's Left?" Posted on March, 2016
I read a wonderful quote from Colin Shaw, "If you take away a company's … [Read more...]
Your "Business Justified Solution" Is Insufficient To Win The Business! Posted on March, 2016
I've been talking to a team of people about Value Propositions. They need to … [Read more...]
Finding Customers Who Aren't Looking Posted on March, 2016
There's no doubt that digital media, rich content, search and other technique … [Read more...]
What Customer Problems Do You Solve, Not What Do You Do! Posted on March, 2016
I was leading a discussion about value propositions with a group of product … [Read more...]
"No Decision Made," Are You The Problem? Posted on March, 2016
Depending on the research, No Decision Made (NDM) represents a huge percent of … [Read more...]
Can You Change Your Customer? Can You Change Yourself? Posted on March, 2016
Once we eliminate all the fancy words and hand waving, sales is about getting … [Read more...]
- « Previous Page
- 1
- …
- 43
- 44
- 45
- 46
- 47
- …
- 87
- Next Page »