Company executives set direction based upon a vision that, in turn, establishes certain critical priorities. This constitutes the why things get done, but what about the how things get done? And, which is more important? Will the end justify the means or will the means alter the end? The answer to these questions brings us ... Read More >
When we first published Power Base Selling in 1990, it presented a new approach to sales; one that was largely counterintuitive, focusing on science, process, and unconventional thinking. It strived to put how you sell on an equal footing with what you sell by diving into corporate politics, value chain positioning, and compete strategy ... Read More >
The Setup You’re running one of the largest technology companies on the planet with operations in nearly 200 countries. And one of you customers is a Fortune 100 firm located not far from your corporate HQ. You’re the incumbent in that company where your sales organization is pursuing an opportunity worth tens of millions of ... Read More >
No one really knows how life will be different, post-Covid 19, or how selling in the B2B virtual world will change beyond the obvious. What we do know is that it will be different, and that driving sales will be more important than ever to driving profitable grown and capturing market share. That said, ... Read More >