Segmentation Around Customer Needs Instead of Company Sales Needs
By Dale Wolf Two quotes (below) came across my desk this week. One I agree with and one I don’t. Vishwanath has over-simplified the value of segmentation, especially when it comes to understanding...
View ArticleApple’s Commitment to Post-Sales Service an Example to All
Randall Stross wrote a great piece in yesterday’s New York Times as recounted by Andrea Learned on Marketing Profs site. The quote from the Times that I most appreciated: With regard to the Apple...
View ArticleWhy Sales 101 No Longer Works
By Thomas A. Freese To me, it’s ironic that the world of strategic sales training has stayed pretty much the same over the last 15 years, but for most companies, the selling environment has changed...
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