Designing a Customer Decision Journey Driven Sales and Marketing Framework - Part 1
A step by step guide for designing a flexible framework that enables sales and marketing to adapt to changes in customers buying behaviors.
What Everybody Ought to Know About Business Books
Here is a dirty little secret about all those business strategy books: They don't do any good. Thousands - sometimes millions - of people buy those books and push them to the top of the best seller lists. But all that reading doesn’t do any good.
Structure and Mechanics of a Professional Sales Organization
I have been having great conversations with people regarding breaking the traditional sales model. A consistent theme running through these conversations is that companies want to make changes in how they sell but they don’t understand their process well enough to even know what to start tweaking.