Beware of Silos and Fiefdoms

General Motors’ ignition switch problems that apparently led to several reported deaths have received a lot of publicity of late. The problems were reported to low levels of management as…

The Limits of Value Propositions

Value propositions are unquestionably important in B2B sales, especially for large, complex, or intangible offerings. Some suggest a value proposition is the key component of successful sales. And most would…

Hopeless Sales Strategy?

I asked a simple question to sales reps at three different public companies. Can you please describe your company’s sales strategy? The question was posed to six sales reps within the three sales organisations.…