I have a dream or I have a plan

What’s the cost of being forgotten? A couple of thousand sales and marketing professionals flew into Orlando each year for what was a mega sales and marketing meeting. It was an opportunity for a large international corporation to address to their front-line teams. For me, …

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The words matter

Many companies are trying to move into a less transactional sales environment.  The latest fad where everyone calls themselves “solution providers” is part of that. We know that being transactional can take down you the commoditization road.  Companies are trying to avoid the situation where …

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