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But I think sales people need to go further--I think sales people need to hold the customer accountable for qualifying the opportunity---is it real for them? Read More

But Challenger Buying is, to say the least, very challenging for the customer---more so than it is for the sales person to do Challenger Selling. At it's core, it's about risk, change, readiness, and priorities. Read More

If you aren't achieving your goals, are you really looking at what's happening. Are you seeing things the way they are or the way you want them to be? Facing reality is the only path to performance improvement. Read More

I'm not sure that customers want to create a level playing field. I think customers want to stack the decks in their favor---in favor of helping them achieve their goals, and produce results. If we do our job right--we can align ourselves with the customer, stacking the deck to allow each of us ach Read More

It is impossible to keep it all in our heads! We need to document our plans, we need to use the plans to guide our actions, keeping us focused, on target, moving forward purposefully in the execution of our strategies. We need to document our plans--they provide the basis for what we do every day. Read More

Don't get me wrong. To engage in these business conversations, we have to understand business---both business in general, but more specifically our customers and their businesses. We have to analyze their businesses, we have to look at opportunities they are missing, things they can do differently, Read More

The issue is are we important enough for the customers to invest in now? We may have great business cases, but regardless how compelling the business case, if we aren't at the top of the hit parade of our customers' strategic initiatives, we won't get the order. Read More

See things have changed. Regardless how compelling our value proposition, how great the business case, how much the functional or departmental executives may argue for our solution, executives aren't finding the money. More than ever before, executives are investing in things that support their str Read More

There is a hidden performance and resource drain that can have a dramatic impact on our success. It's the abandoned deal. Read More

Creating great value for the customer, developing meaningful relationships requires a careful balance of push and pull. They can't exist by themselves--we can't have push only strategies, nor can we have pull only strategies. We have to purposefully execute both. Read More