We enjoy the opportunity to share our thoughts on key issues with our community.We've been publishing the Thoughts on Selling
since 2009, covering a wide range of sales, sales management, sales enablement, organizational dynamics, learning theory and related topics.
The following are some of our favorite postings (click on the blog symbol next to a specific description to read that posting).Supercharge your strategic account program.
While many large tech companies have a strategic account strategy, most SAM or KAD programs are destined to fail due to structural and organizational issues. Learn how to improve your SAM or KAD programWhy all the buzz about value selling?
Doesn't every one sell this way? Don't customers demand value-driven conversations (based on however they define value) Yea…but most sales organizations are set up for volume and efficiency rather than valueThe only thing that matters in sales is intent!
We bring intent to each and every interaction with others. And invariably our intent is subconsciously set…and that intent does not serve us. Conscious or otherwise, our intent drives our thoughts, actions, spoken word. And our intent is quite visible to othersWe've got sales enablement all wrong!
The goal of sales enablement is not the efficient delivery of content assets to sales people; it's about changing seller behavior to drive deeper, more productive customer engagement
General link for blog
It's an absolute pleasure to engage with fellow practitioners and consultants on topics important to all of us!
We'd appreciate your input and feedback!