Why golf is like selling…

Those of you who know me know that I am an avid golfer.  While I am not the best golfer in the world, I’m not bad.  Recently, I had an epiphany on the putting green.  Here’s what happened… I had a tricky twelve footer or so, downhill with a left to right break.  I put […]

Those of you who know me know that I am an avid golfer.  While I am not the best golfer in the world, I’m not bad.  Recently, I had an epiphany on the putting green.  Here’s what happened... I had a tricky twelve footer or so, downhill with a left to right...

Sales keys for the “Operationally Excellent” companies

This is the third installment in my series of blogs about the implications on sales of Tracey and Weirsma’s great book “The Wisdom of Market Leaders”.   Last week we talked about companies who compete based upon “Product Leadership” (see below) and today we’re going to discuss those who compete on Organizational/Operational Excellence… from the sales perspective! […]

This is the third installment in my series of blogs about the implications on sales of Tracey and Weirsma’s great book “The Wisdom of Market Leaders”.   Last week we talked about companies who compete based upon “Product Leadership” (see below) and today we’re going...

A quick story on the value of account planning

When you and your client agree upon the nature of the relationship and how to proceed, the value to both you and your client is incredible.

I have been a Miller Heiman sales consultant for ten years and have worked with small and large accounts implementing the Miller Heiman methodologies. My client is a small system integrator, I’ll call them XXX in the Boston area and they have used LAMP to define...

Sales keys for “Product Leader” companies

Companies who compete based upon their product leadership have to structure and run their sales teams differently from others. If you are one of those companies, this blog is essential.

Over the past few weeks I’ve written about Tracey and Weirsma’s great book “The Wisdom of Market Leaders”.   Last week we talked about companies who compete based upon “Customer Intimacy” (see below) and today we’re going to discuss those who compete on product...