Account Planning: Solve Your Customer’s Real Problem
written by Mark Donnolo, Managing Partner and posted at SalesGlobe A year ago, I stood in front of a senior sales team. In our minds, we could hear the [...]
Scattered Sales Enablement Resources: How to Align Them for Better Results
Whether speaking with HR, IT, Training, Finance, or another business unit, the Sales leader needs to begin with: “If I had X, it would drive revenue like this.” written [...]
Strategies for Success in Product Innovation
i Introduction by Luminas Founder and CEO, D. Keith Pigues Customers bring specific problems to be solved -- sometimes without understanding what the problem is or realizing a solution is [...]
Why We Lose (part 2): Customer Engagement
by D. Keith Pigues When I co-authored Winning with Customers: A Playbook for B2B (Wiley & Sons) nearly a decade ago, selecting Why We Lose as the [...]
What it Takes to Win with Customers
Differentiating Your Company from the Competition to Accelerate Growth written by D. Keith Pigues Amazing things happen when an organization begins to think first about how it [...]
Why We Lose (part 1): Customer Segmentation
from D.Keith Pigues When I co-authored Winning with Customers: A Playbook for B2B (Wiley & Sons) nearly a decade ago, selecting Why We Lose as the title [...]
Growth Through Winning with Customers
by David Youland, Senior Consultant Growth is the lifeblood of every organization and a perennial management imperative. Growth is what every leader desires, but finds elusive. Managers [...]
Innovation Isn’t Just About New Products
a note from our Founder & CEO, D. Keith Pigues A lot has been written and said about innovation and the critical role it plays in driving organic growth for [...]