Finally! A Sales Process that Really Works As a career Sales Consultant, Manager and Trainer I have worked with the sales organizations of small, midsized and large companies and I have seen a lot of different sales strategies, sales processes and sales techniques being used. Sadly, what I have observed over three decades is that [...]
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“Looking Like a Fool” Those who watched American Idol last season saw a 62 year old man named Larry Platt audition singing a song he wrote called “Looking Like a Fool With your Pants on the Ground”. Legend has it that Larry wrote the song, which became an Internet sensation, after seeing an adult man [...]
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Many of us are familiar with the Whole Product concept which was developed by the Partners at Regis McKenna. However, like many ideas and concepts, it has its roots in earlier work. In this case, it was the work of Ted Leavitt, a professor at Harvard Business School who outlined something he called the total [...]
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Proper product and corporate positioning is critical for high technology companies and their marketing teams. It sets the stage for messaging in all of its forms: PR, Web Site Design and Content IR, Advertising, Tradeshows, Collateral Materials, Presentations, Telemarketing Scripts, and Social Media. All on a single page/sheet of paper. That’s the good news. The [...]
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