There are not many things that cause me to come unglued. But there are two that … [Read more...]
Category: Transformation
Category: Transformation
Customers Lie, And They Are Stupid Too!
In Defense Of Transactional Buying Posted on January, 2014
It's not often I disagree with my friend, Anthony Iannarino, but he recently … [Read more...]
What's Your Customer Ready To Do? Posted on January, 2014
I read an interesting post last week. It focused on the importance for sales … [Read more...]
Insight, Clarity, Execution Posted on January, 2014
We all struggle to change, to do new things, to grow, to implement new … [Read more...]
Insight, Influence, Value Creation, Trust...... Posted on December, 2013
In simplifying our communications, we tend to isolate topics. It's easier to … [Read more...]
What Value Have You Created This Year? Posted on December, 2013
It's December, we're all caught up in a frenzy of activity---closing those … [Read more...]
Technology Is Wonderful, But...... Posted on November, 2013
I spent much of last week at Dreamforce. Before I go on, if you've never … [Read more...]
Constructing Insight Posted on November, 2013
Thanks to my friend Brian MacIver for his brilliant phrasing on this critical … [Read more...]
Insight Without Action Is Just Idle Chatter! Posted on November, 2013
Today, we are all trying to engage our customers with Insight. But so much of … [Read more...]
Maybe It's Us That Keep Our Customers From Moving Forward Posted on November, 2013
Surely I must be a heretic suggesting it's sales people that keep our customers … [Read more...]
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