Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales … [Read more...]
Tag: Value Proposition
Applying Lean Practices To Sales And Marketing
Messaging Or Engaging, Where Is The Conversation? Posted on November, 2012
I may be guilty of wordsmithing and I'd appreciate you correcting me on this, … [Read more...]
They Aren't The Enemy, They're Our Customers! Posted on October, 2012
We all know the saying, "Things would be great if it weren't for those damned … [Read more...]
Do You Really Understand Your Customer's Goals? Posted on October, 2012
As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]
Teaching Our Customers Posted on October, 2012
There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]
The Sales Process Is Critical To Customer Experience Posted on October, 2012
Recently I was at one of those giant events, you know, where sales leaders come … [Read more...]
Preaching To The Choir Posted on September, 2012
Prepare yourself for a rant, it's been one of those mornings! As a preface, I'm … [Read more...]
Focus On Your Sweet Spot! Posted on September, 2012
I talk about the importance of "focusing on your sweet spot," a lot, often … [Read more...]
An Output Of The Sales Process Should Be Profitable Customers Posted on September, 2012
Most of the time we look at our sales process and think of it as producing … [Read more...]
"I Don't Know What You Do, But I Know What You Need To Do!" Posted on August, 2012
We know we have to challenge our customers to think differently, that we have to … [Read more...]
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