Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of … [Read more...] about Has role specialisation in B2B selling gone too far?
A New Year Resolution: eliminating wasteful sales behaviours
This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply … [Read more...] about A New Year Resolution: eliminating wasteful sales behaviours
Creating collective value through customised value
I recently made what I hope was a compelling case for creating a customer-specific unique value story for every significant customer opportunity. I … [Read more...] about Creating collective value through customised value
Why do so many trials end up as tribulations?
I want to give Dave Kurlan of Objective Management Group the credit for stimulating this article. I’ve added a link to his original piece … [Read more...] about Why do so many trials end up as tribulations?
What’s your customer’s unique value story?
Generic value propositions, although they might be of some use in persuading potential prospects to make initial contact with you as a potential … [Read more...] about What’s your customer’s unique value story?
Your customers don’t care about your so-called “solutions”
Everywhere you look, sales organisations of all descriptions are promoting their so-called “solutions”. It’s become such an overused … [Read more...] about Your customers don’t care about your so-called “solutions”
