I spent much of last week at Dreamforce. Before I go on, if you've never … [Read more...]
Category: Transformation
Category: Transformation
Technology Is Wonderful, But......
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...]
How Is Your Customer Measured? Posted on November, 2013
Ask a sales person how they're measured, they quickly respond, "quota … [Read more...]
Shared Objectives And Goals Posted on November, 2013
As sales and business professionals, we're intensely goal driven. We're driven … [Read more...]
Is Your Customer Prepared For Your Sales Call? Posted on November, 2013
Richard Ruff wrote a great article on Sales Call Planning, it provoked me to … [Read more...]
What's Your Situational Awareness? Posted on November, 2013
Talk to anyone in the military about tactics, a topic that comes up very quickly … [Read more...]
Does Your Customer Understand Your Differentiation? Posted on November, 2013
I'm often amazed by the discussions--or absence of discussions on … [Read more...]
Flipping The Pipeline Value Pyramid Posted on October, 2013
Pipeline reviews and reporting are constant sources of contention between … [Read more...]
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