Tag Archives: sales

Competitors? Meh.

Posted on Thursday, 20 April 2017 10:29 am by

I saw a post on LinkedIn today about the importance of doing combat with your competitors. That’s misguided and wrong. When you devote resources to something, you are by definition taking them away from something else. Every bit of time … Continue reading →

Posted in Customer Care, Leadership, Organization, Philosophy, Product Development, Sales | Tagged , , ,

Waiting Two Years–Why Most B2B Marketing Isn’t Marketing

Posted on Tuesday, 6 January 2015 10:54 am by

If you’re a B2B marketer and knowing the customer isn’t #1 on your agenda, fix it now. Continue reading →

Posted in Marketing | Tagged , ,

Price-Driven Corporate Brutality?

Posted on Friday, 30 May 2014 9:47 am by

The quest for the bottom line leads to brutality, says Seth Godin in today’s blog post. The race to the bottom, driven by price, causes people within companies to treat others with disregard of the Golden Rule. Outsourcing, treating customers … Continue reading →

Posted in Customer Care, Leadership, Organization, Sales | Tagged , , , , | 1 Comment

Judge Not, Lest Ye Be Lied To

Posted on Sunday, 4 March 2012 11:11 am by

Salespeople and product managers get lied to by prospects because the prospect fears their judgement will be questioned. Or so posits Seth Godin. I believe Seth is correct. How many times, when dealing with a salesperson selling a product you’ve … Continue reading →

Posted in Communications | Tagged , , , | 3 Comments

“The Channel” to Nowhere

Posted on Thursday, 10 November 2011 9:00 am by

Why do you sell through distributors, resellers, VARs, or in other words, “the channel?” Is it worth your time building lots of infrastructure to manage the rules around distributing your product, dealing with channel conflict, commissions, “owning the customer” and … Continue reading →

Posted in Customer Care, Organization, Product Development | Tagged , , , , | 3 Comments

Lazy Salespeople

Posted on Friday, 22 July 2011 2:47 pm by

I love being sold. I can even suspend disbelief in the interest of hearing just why I need a $44K CUV instead of a $15K subcompact that will do the job, arguably, just as well. What I can’t stand is … Continue reading →

Posted in Rants, Sales | Tagged , , , | 2 Comments

Monitor Your Sales Calls? Yep, It’ll Save You Money

Posted on Tuesday, 31 May 2011 2:21 pm by

I just got a sales call from a very large information services company.  The inside salesperson wanted me to purchase some the data they had to offer and was asking if I was the right guy. I answered “sure” and … Continue reading →

Posted in Marketing, Sales | Tagged , ,

Marketing Ain’t Stealing

Posted on Wednesday, 23 March 2011 10:12 am by

Simon Sinek’s post today covers a couple of faux products he purchased recently by mistake.  His mistake.  The companies that he purchased these products from had full intent of stealing his money by selling fake products and, ironically, destroying their … Continue reading →

Posted in Marketing, Rants | Tagged , , , , ,