In a world responding to the Mega Trends of Digital Transformation and Customer First, companies are under pressure to act strategically, collaborate proactively and respond quickly, earning their customer’s business month on month, time over time. Selecting companies for whom you can best deliver value makes that a lot easier. Over this series of posts…
In my last post I described both the symptoms – the Bad Things That Happen – that point to sales problems, and the underlying causes of those problems, in Level 1 sales engagements. At Level 1; if the customer purchases your product it is not going to fundamentally change their business; the impact is fairly…
I am ridiculously excited by the early response to my new book: Digital Sales Transformation in a Customer First World. At over 100,000 words (540 pages) it took a lot of late nights and long weekends, but I got a lot of help along the way. I am particularly indebted to those really busy people…
I believe that there has never been a time in business where smart productive people mattered more. We’re entering a period of massive change, turmoil and opportunity, and the catalysts of progress will undoubtedly be the 9s – the star performers – in your organization. Ever since I got a piece of advice from an…
Focusing on target customers is critical to improving effectiveness and producing results. Many sellers focus solely on qualification and not on disqualification. While it may seem like semantics, sales professionals need to focus on disqualifying bad deals – opportunities that are not in the ‘sweet spot’. They may be real opportunities – things that would…
There has been tremendous progress in Algorithms, Data Science, Machine Learning (ML) and Artificial Intelligence. When there is enough data and the workflows are simple, these technologies deliver tangible benefit. However many of the tasks performed by those knowledge workers in Sales, Marketing or Customer Success are Small Data problems, not Big Data problems, and the…
