Hold onto your outbursts of, "Dave, you've lost it!" Also, recognize that I … [Read more...]
Category: Transformation
Category: Transformation
Throw Away Your Value Proposition, It's Meaningless!
When Are We Being Manipulative? When Is It Just Best Practice? Posted on March, 2015
Few would promote blatant manipulation of the customer to achieve our goals. We … [Read more...]
Understanding Transactional Buying Posted on February, 2015
There are 1000's of articles about transactional selling. The collective wisdom … [Read more...]
The Entrepreneurial Spirit In Sales, A Discussion With Nikolaus Kimla Posted on February, 2015
Today I had the great pleasure of participating in a discussion of the … [Read more...]
Crossing The Chasm, Selling And Buying Process Posted on January, 2015
First, apologies to Geoffrey Moore and his seminal book Crossing The … [Read more...]
Creating Low Effort Customer Experiences --- A Conversation With Dione Hedgpeth Of Apptio Posted on January, 2015
Low effort for the customer, that is! Too often, we get customer experience … [Read more...]
Our Customers Can't Afford For Us To Wait Until They Are 70% Through Their Buying Cycle! Posted on January, 2015
It's that time of year again, there are lots of posts around the popular … [Read more...]
Buyers Get Smarter Through The Buying Cycle Posted on January, 2015
Andy Paul and I exchanged emails on my post The Heisenberg Uncertainty Principle … [Read more...]
Neutral Is Not A Strategy Posted on January, 2015
Too often, I meet sales people who are uncomfortable with challenging their … [Read more...]
How Will You Justify This To Your Management? Posted on January, 2015
Too often, our customers focus on price, consequently we focus on price---after … [Read more...]
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