There was a time many years ago when, more than anything, I wanted a job that would give me “most evenings and weekends off.” That would be my perfect job! At the time I was reaping the rewards of some horrible choices I had made early in my life. I was working multiple jobs. All hours. Hardly […]
The Changing Sales Landscape – The Hunter
The traditional sales “hunter” is in trouble. That “large Rolodex” is about as dated as the strategy of hiring a well-connected veteran rep to lead the new business charge. Most b2b purchasing decisions today are made by committee – not by that one key contact. Plus, more tactically, decision makers (and the public) simply don’t […]
The Changing Sales Landscape – The Buyer
Prognostication is risky. Especially when it comes to business. This article goes out on a bit of a limb, connecting seismic shifts in B2B purchasing to a new set of competencies professional sales people will need to be more efficient producers. In this first of four articles, we’ll look at the buyer. By now, we […]
Downloaded – Napster documentary – Major disruption!
Napster was incredible. Ask anyone who remembers. Peer-to-peer file sharing – a simple and brilliant idea flawlessly executed – gained tens of millions of fans in the span of months and simultaneously took down an industry. More than a decade later, that industry still feels Napster’s ripples. Two guys under 20. Some venture money. Silicon […]
Necessity of Investment (NOI) trumps Return on Investment (ROI) – only every time!
“Nothing motivates like necessity” is an old saw I have seen proven over and over. It’s also true in B2B sales as companies today, for the most part, only buy what they think they really need. That nice to have economy is gone, maybe forever! While all the chatter about value is great, what really […]