Ever since Xerox Corporation spun off its excellent internal sales group into a separate business peddling “needs satisfaction” sales training, it has been entirely de rigueur to talk up sales that somehow, magically, sell themselves. In fact I’ve written up… Read more ›

Technology innovators with products in flux should have minimal to no expectation of sales. What are products in flux? Products in flux are conceived by marketers who opt for the “ready, fire aim” approach to product development rather than a… Read more ›

Effective Customer Relationship Management (CRM) requires a “not too tight, not too loose” approach. Customer opinions, of course, are important, but be sure to handle findings with discretion. Discretion, in my CRM context, requires that customer realities (including their opinions)… Read more ›