Sales leaders, here are keys for the “customer intimate” sales force

If you choose to compete on “customer intimacy” here are some key things to prepare for. Sales lessons for companies. Use these in your sales training

Last week I wrote about Tracey and Weirsma’s great book “The Wisdom of Market Leaders”.  Over the next few blog articles I want to dive in a bit deeper and analyze each of those types from a sales perspective.  This is, afterall, a sales blog! If you...

Your target market is smaller than you think!

Choosing target markets and market segmentation have always intrigued me. Although there are many ways to think of it, I had an epiphany as I reread one of the classic strategy books over the weekend

Choosing target markets and market segmentation have always intrigued me.  Although there are many ways to think of it, I had an epiphany as I reread one of the classic strategy books over the weekend, the book is “The Discipline of Market Leaders” and is...