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To be successful in creating value for customers and driving growth, sales people can no longer go it alone. We need a network of people in our companies matched with the appropriate customer personnel, all working in a coordinated fashion, with the sales person as the overall strategy and resource Read More

Intercepting our customers at this point of the buying process is too late. By this time, the customer has already well defined their problem, they’ve organized to solve it, they have probably done a lot of research in assessing alternatives. In fact, unless you are on their short list, there’s a h Read More

Let's face it, customers really hate us.  They will tolerate our marketing content---as long as it isn't too promotional---just the facts please.  Sales Read More

I may be a little hardnosed about this, but there is only one thing sacrosanct in sales, it's The Number. Our job, our responsibility, our obligation to our companies is to do everything possible to make our number. There are simply no excuses. Read More

Top performers take this even further. They move pattern recognition from the unconscious to the conscious. They constantly compare the characteristics of what they are encountering to their experiences in the past. They understand the characteristics or variables that are most critical to what the Read More

Often the only differentiator we may have is how easy we are to do business with. Selling is hard enough, but if we make it difficult for those who do want to buy, then we've made it much more difficult. Read More

The phone rang, I picked it up.  The voice on the other end went into it's pitch, Hi, I'm so and so.  Would you be interested if you could invest in a stock Read More

In reality, our differentiated value only has to be Just Good Enough. It has to be better than the competitors or the alternatives, but it doesn't need to be earthshaking. It's probably valuable for us to start thinking of simplifying the process--it makes it more achievable for each of us and bett Read More

My colleague Anthony Iannarino wrote an outstanding post:   Mismatched Skills And Value Creation.  Usually, Anthony and I are so aligned in our thinking Read More

Are you prepared to teach your customers? Not about your products, but about how they can improve their operations and businesses, how they can better serve their customers, how they can outperform their competition. Read More