Search Results for: vendor

Seven Red Lines (3): Anderson the Expert’s Failings

Anderson the Expert is in a tough spot, his value as an expert wasn’t well defended, but he doesn’t do very much to help himself out.  Stuck in a meeting with a customer who is uncertain of their goals, a … Continue reading

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Seven Red Lines (2): Technical Sales Meeting Mistakes

The biggest mistake made by the vendor involved in the Seven Red Lines / “The Expert” video is that from a strategic standpoint, they are failing to defend their technical resources.  However, there are a series of other mistakes that … Continue reading

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Seven Red Lines (aka “The Expert”): The Transcript

[If dealing with absurd situations like those outlined in this hysterical sketch is part of your work life – learn about how to deal with them better following Goldratt’s Major Concepts or by reading this Chapter by Chapter summary of … Continue reading

Posted in Disruption, Invention, Marketing, Materials Science, Theory | Tagged , , , , , , , , , , , , | 3 Comments

Recruiting is Fun 2: Date Before You Marry

A very smart friend who runs his own management assessment firm is in the process of figuring out his next steps after a well earned sabbatical.  He’s trying to address challenges that businesses have in recruiting and matching their needs … Continue reading

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Selling Tacos in Prague

Like most Americans, I consider tamales, tacos and tortas the food of my people – I grew up with all varieties of Tex-mex, Mexican, South American and other foods.  Walking through Prague the other day this sign immediately jumped out … Continue reading

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Geography & Location-Based Apps: A Sales Perspective

I’ve been using several geo-based Apps on an iPhone 4S and trying to think through how they could be made more useful in traditional sales and marketing areas.  I manage a team that sells high end industrial machinery to traditional … Continue reading

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