It’s 10pm, Do You Know Where Your Value Prop Is?

During my formative years, there was a public service announcement that would come on TV typically during the nightly news and ominously ask you: “It’s 10pm, do you know where your children are?” (Source: https://en.wikipedia.org/wiki/Do_you_know_where_your_children_are%3F)  So I’m rephrasing that question for all B2B technology solutions companies and asking you: “It’s 10pm, do you know where your…

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When was your last sales surprise?

When was the last time you were on the receiving end of a sales surprise?  Let me guess, it was not of the pleasant sales surprise variety.  Our good friends at Merriam-Webster online capture it best by defining the word “surprise” as: “to attack unexpectedly” (source:http://www.merriam-webster.com/dictionary/surprise).  When I think of sales surprises, I inevitably think of them all being…

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Why Are You Still Accepting Sales Failure?

Why Are You Accepting Sales Failure?  Think of the ancient Greek mythological figure of Sisyphus applied to sales (https://en.wikipedia.org/wiki/Sisyphus) I was chatting about the state of enterprise sales with a long time enterprise sales colleague of mine last week. We’re both grizzled enterprise sales veterans with 25+ years experience, complete with the requisite battle scars…

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Who Teaches Our Thought Leaders?

  What is a thought leader? According to Forbes, thought leaders are: “… recognized as one of the foremost authorities in selected areas of specialization, resulting in its being the go-to individual or organization for said expertise. A thought leader is an individual or firm that significantly profits from being recognized as such.” (source: http://www.forbes.com/sites/russprince/2012/03/16/what-is-a-thought-leader/)…

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