Sales Insight: Technology -The Power of Usage

by | Dec 12, 2009 | Selling, Strategy

As Hugh MacLeod stated in his funny, cynical and honest first book, Ignore Everybody -“It’s not what the software does it’s what the user does”. It’s noisy out there; we are interrupted all day, every day with capability, sources of value, features. What we never hear...

Sales Tip: The Translation of a Compelling story

by | Oct 18, 2009 | Sales Tips

The recession feels like the new norm to me. Sometimes we need to just ignore those big ugly macro statistics and get stuff done. Assuming this difficult climate has allowed you to fine tune your Big Story, the compelling reason for you to exist (what else are...