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Imagine how simple things would be if all our product, market, strategy, and Go To Customer conversations started with two simple statements: Who Is The Customer? What Do They Value? Answering those questions puts us so much further ahead. Read More

So perhaps we want to look at team and organizational design differently. Maybe it's wrong to build an organization of just Challengers--as flexible as they may be as individuals, they still will revert to challenging behaviors. Likewise with problem solvers, hard workers, relationship builders and Read More

This morning, I'm sitting in a series of presentations extolling the value of big data.  I get it--kind of.  I get that more data has been created in the Read More

Over the next several months, I'll be interviewing a number of Sales Operations and Sales Enablement executives.  I believe these roles are critical in Read More

I'm a great advocate of Radical Simplification.  Our worlds are too complex, we seem to keep piling things onto everything we've done in the past.   New Read More

I've been having trouble with a sales person.  He's someone I've done business with a few times before.  It started a few months ago. He sold my wife her Read More

How would you change how you sell when you are selling sand? When your product is not different than the product your competitor sells, how do you set yourself apart, maintain your margins, and win business from someone else that's selling exactly the same product? Read More

We all have them, Questions We're Afraid To Ask.  They're obvious, but we're afraid to ask them.  Will we offend the customer?  Will they make us look Read More

Being stumped on truly difficult issues and working with the customer to solve them is a blessing. It changes both the customer and us. We innovate, we create, we grow, we learn -- together. We collaborate, creating solutions we couldn't have imagined otherwise. Read More

Buying has changed.  The traditional role of the sales person in teaching the customer about solutions and products is much less important.  Buyers are self Read More