Recent Stories

The Insight-Driven Organization

The Insight-Driven Organization

It’s clear that our customers want to be engaged differently. High performing marketing and sales organizations are reshaping themselves to respond with insight. Insight is critical. Our…
Moving From Value Creation To Value Co-Creation

Moving From Value Creation To Value Co-Creation

As sales people we have been drilled and drilled in “Value Propositions.”  Over time, our concepts of value…
Intelligent Sales Leads

Intelligent Sales Leads

Improving customer experience with intelligent sales leads I was recently asked to share my views of the impact of Big Data, business intelligence, and data analytics in sales.  We are only beginning to scratch the surface in leveraging Big Data,…
sales productivity

People Don’t Dislike Sales People, They Dislike Bad Selling!

People don’t dislike sales people, they dislike bad selling!  I wish I had said…
sales enablement

The Sales Process Is Critical To Customer Experience

Recently I was at one of those giant events, you know, where sales leaders come together to talk about the challenges they face in growing their business.  At dinner…
sales process

The Sales Process Should Lead To Profitable Customers

Most of the time we look at our sales process and think of it as producing deals, orders, or revenue.  Don’t get me wrong, those are still…
Stop Letting Your Competitor Define Your Sales Strategy!

Stop Letting Your Competitor Define Your Sales Strategy!

Recently, I was doing some reviews with a sales team.  We were talking about some of their deals and they were consumed with a specific competitor.  They complained, “How do we deal with this competitor?  How do we respond…
Are You Building Coalitions With Your Customers?

Are You Building Coalitions With Your Customers?

As sales professionals, we’re supposed to be great at building relationships with our customers.  Relationships are important, they are the foundation to doing business. I don’t mean relationships in the “old…
Passion: Falling In Love With Our Products

Passion: Falling In Love With Our Products!

One of the nice things about sales people is we have tremendous passion about whatever it is we…
Sales Effectiveness

70% Of Buying Process Completed Without Sales Involvement!

I’m sorry if I’m starting to sound like a broken record, but I’m getting tired of this statement!  Yes, lots of surveys show that customers are engaging sales people later…