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We will have to engage them earlier--not when they have determined they have a problem they need to solve. Where marketing may have initiated the customer engagement, it may now be sales starting the process. Rather than marketing turning things over to sales for the next steps, it may be sales tur Read More

Great sales people help the customer identify, crystallize and manage these issues, making themselves advisors and facilitators to the entire customer buying process, not merely respondents to the last 30%. Read More

Would you trust your lawyer if she took everything at face value?  I hope not.  Lawyers don't take anything at face value, they are skeptical of our positions Read More

According to sales expert Dave Brock, there are three reasons why bashing your competition is an incredibly bad idea. In fact, it might even be the worst thing a salesperson can do. Read More

Value co-creation moves from teaching the customer to learning from each other. It causes us to leverage our individual and shared experiences together, creating something that we could not have produced separately or in the traditional ways I've spoken of earlier in the post. Read More

Sometimes, I think we overcomplicate things. People don't dislike sales people, they dislike bad selling. It's not whether sales people are provocative, provide insight, are consultative, are problem solvers, or provide great solutions---though those are all elements of great selling. Great sales p Read More

As I look at many people and organizations that are failing to meet their goals, it's puzzling. They have the knowledge and skills to solve the problems they are encountering, but they aren't applying these skills or knowledge. Afterall, if they were, they wouldn't be stuck. Read More

Sales specialists are very important in sales organizations and critical to account and territory managers. As our products and solutions become more complex, as they broaden, it is impossible for the account or territory manager to have deep knowledge in all the solutions. Read More

Ideas, plans, and strategies only translate into value for our customers and us in execution. It's putting them into action, learning, adjusting, tuning, and producing results that drive the value of our ideas, plans, and strategies. Read More

Clearly, organizations are getting the message about content, the problem is they are forgetting to provide the content. A couple of examples, in cleaning out my email this morning, I've actually encountered several offers that I've found interesting. I dutifully clicked the links to get the inform Read More