When I ask this question of large groups, people know it is a trick question, but still default to common answers. Very naturally, our instinctive response is to think immediately of our specific products or services. The most common answers I get are that we are selling Solutions or Value,…
I was talking to a friend of mine the other day about an emerging opportunity he has within his company. Already a senior executive, he has been asked to take on a role that is totally revenue focused and will logically evolve into this thing called a Chief Revenue Officer.
There is a lot of debate and discussion in the blogosphere about the concept of Insight Based Selling being fueled by the Corporate Executive Board (CEB) and some of their researchers and thought leaders that wrote the book The Challenger Sale. Is this new? Is this unique? Is this just…
As someone trained in Lean Six Sigma, I see a lot of content focused on the concept of “Lean”. Eric Ries has had success with “The Lean Startup” and we are proponents of the concept of a Minimum Viable Product, which we used with the launch of our INK Sales…