Recent Stories

robots

Sales People Are Not Automatons!

Every customer is different. The ability to engage each person in appropriate ways is critical.
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 customers want fresh ideas. They want to improve their businesses. They want...
Moving From Value Creation To Value Co-Creation

Moving From Value Creation To Value Co-Creation

In the past 15-20 years, we have adopted the view that “value is in the eye of the beholder.” Sales people are now trying to understand what customers value, then present their solutions in the context of...
Intelligent Sales Leads

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, particularly in sales. Many...
job interview

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 that, but it originally came from Andy Rudin—thanks for the great quote. There’s a lot of data going around about
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 one evening, I was talking to a three executives,...
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 critical outputs of the sales process. However, too often we...
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...
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 sense,” but relationships earned through...
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 sell. We believe in our products, we cannot imagine anyone not being as enthusiastic as we are–or selecting an alternative...