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Have You Started Using Meerkat?

I got hip to Meerkat about two weeks ago. Like most people, I saw the all the noise coming out of SXSW and so became curious.  This week while at Insidesales.com Accelerate conference I decided to take Meerkat for a spin and see what it’s like.  I Meerkatted Hall of Fame QB Steve Young’s talk.   Steve is a pretty funny guy. I tried to upload it here, but it’s too big a file.  It rocked

Vail Gives Us a Lesson on “Product vs. Sales” With It’s New Epic Mix Feature

I’ve talked frequently on this blog about how product has surpassed sales in driving revenue. As much as sales people don’t want to admit it and as much as many companies don’t want to admit it, the change has occurred and ignoring it won’t change things. There is too much information available to consumers about products and services that deficiencies, lack of features, poor service etc., can not be overcome by even the best sales

Yesware . . . Yes Please!

You’ve spent 2 hours on that prospecting email. You desperately want this client. You’ve been chasing this company for a year now. You finally know they have a need. You know they have a big problem you can fix. You’ve gotten the CTO’s email address. She’s the person that can make the decision. Everything is teed up and ready to go. You hit send and wait — your email is now in email hell. A

How to Instantly Know if You’re a Next Generation Sales Person or NOT!

You want to know if you’re a connected, next generation sales person? It’s easy. You use all of these tools below. Now, before those of you defensive, old school nerds get your panties in a wad, I’m not saying that your not a good sales person, or that you’re not making quota or that you the world has passed you buy. I’m simply, yet profoundly, saying that if you aren’t using all these tools, you

Delivery is Sales

Lindsey Vonn is the most decorated skier in American history. She has won four overall World Cupchampionships – one of only two female skiers to do so, along with Annemarie Moser-Pröll – with three consecutive titles in 2008, 2009 and 2010,[1][2] plus another in 2012.[3] Vonn won the gold medal in downhill at the 2010 Winter Olympics, the first ever in the event for an American woman.[4] She has also won five consecutive World Cup season titles in the downhill discipline, four consecutive titles in Super G, and three consecutive titles in

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Our View

Our view drives so much more than we realize. Many times we don’t realize the impact our view has on what we do, how we do it, what we create, or where we go. Apple views themselves as designers.   IBM, like most companies that make things, views themselves as a manufacturer. Do you think the difference shows in the products? View matters, knowing exactly how you sees things makes a difference.  

Wanting You vs Wanting Them

Yes, there are companies who desperately want a product. They have to have it. They can’t do business without it. Their customers demand it. Their competitive advantage depends on it. Their operational effectiveness relies on it. When this happens the sales person representing the product has leverage. It’s a great place to be. Believe it or not, this happens. Unfortunately, most of the time this isn’t the case. There is little differentiation in our products OR if

The Product Won’t be Perfect All the Time

I’m a ski instructor for Vail Resorts. I’m teaching all this week. The week between Christmas and New Years is the busiest week of the year for ski resorts. This year the snow at Vail sucks. It’s the worst beginning of the season I can remember. The back bowls aren’t open. The snow is hard packed and icy. Brown spots are everywhere. I’m on my rock skis and can’t see when that will change. I