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Focusing on deal value colors our strategies and focus. However subtly, everything becomes what we get from the deal. But we get nothing unless the buyer gets superior value from our solution and chooses it. So deal value is meaningless unless we understand buyer value. Read More

If anyone has doubts about how much professional selling is changing, download and read Mike Schultz and John Doerr's report, What Sales Winners Do Read More

My post, But Your Price Is Too High has generated well over 100 comments between here, LinkedIn and a few other sites. The discussion has been very intense, with lots of great ideas and some challenges. But, I still am finding some confusion. Read More

We should stop creating excuses to see the customer. In fact, we should do everything we can to reduce the number of meetings we need to have with the customer. We should be compressing as much as reasonable into fewer meetings--we improve our productivity, more importantly we use the customer's ti Read More

So it's the same with our customers. To accomplish what they want, they have to sell internally. The problem is, too often they don't recognize the need to do this. Read More

There's a great article in the Harvard Business Review, Figure It Out.    Be sure to get a copy of it. The ability to Figure Things Out, is critical for Read More

Over the past few weeks, I've published a number of posts on pricing, value creation, walking away.  They've stimulated some interesting comments and Read More

I wrote, Customer Retention-Different Approaches, the other day.  It stimulated a lot of discussions.  One of the most interesting was with my friend Brian Read More

In 1999, Joe Pine published a fascinating book, Mass Customization.  It focused on transforming manufacturing, moving from mass produced products sold to mass Read More

Customer retention is a critical issue.  Wisdom (and data--thought it's not at my fingertips) says that it costs us less to keep a good customer than to Read More