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I'm very goal directed. However, without the awareness the metrics provide, I can only be well intended. Making my goals will be a bit of a hit or miss effort. I would certainly try hard, but absent the metrics and the awareness they create, I couldn't make the decisions and take the actions critic Read More

Finding and serving customers around the globe used to be the province of larger companies. It was difficult for small to mid-sized companies to move beyond their home regions. Often it required massive resources and investments. Today, it's high on the to-do list of most entrepreneurs and start-u Read More

Protecting The Family Jewels is an implicit or explicit part of too many business strategies.  Often the term reflects a focus on the core--whatever that Read More

We also have mistaken concepts about using our time. Working harder, working longer are not necessarily the answers. If we are using our time poorly, working harder and longer just means we raise a sweat wasting more time. It ends up being meaningless, but we spend more time doing it. Read More

But more broadly, the issue really is, customers--most people, in fact--generally don't like to have their time wasted! Yes, insight is an important part of creating value based conversations and engaging the customer, but it doesn't stop there. In every interaction with the customer, we have to cr Read More

Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales and Marketing.  I thought I'd share this short video with you.  (Don't let the Read More

There are hundreds of new books on selling published every year.  To be honest, not many of them offer a lot new.  The better ones have some slightly new Read More

Until it something comes straight from the customer's mouth, until what we think has been tested and validated by the customer, we are just guessing. Guesses destroy our ability to develop a winning strategy. Guesses may cause us to be focusing on things that are irrelevant or unimportant to the cu Read More

With intelligent leads, sales people will be engage customers at the peak of interest, when the propensity to buy is highest. They'll know exactly what to talk to them about and how to talk to them. Intelligent leads will turn the customer experience of prospecting from an annoying intrusion to a w Read More

Messaging is important. It's where marketing spends a lot of time, as it should. It's where critical issues are identified, it's where our organizations put a stake in the ground about what we stand for, what we do, and how we can help customers. It drives visibility and awareness. Done effectively Read More