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Silo Smashing: Digital Darwinism

Blog post by on August 31, 2014

The digital transformation is more of a digital evolution. A transformation is defined as “a thorough change in form or appearance.” Evolution, on the other hand, is defined as “a gradual development of something.” The digital shift …

Training vs. Mind-set in Value Creation

Blog post by on August 31, 2014

What we want to create is a H2H environment in our company and with our customers and partners.  Is it the mind-set or the training that is more important to our Customers and in Value Creation? While …

Nuances of the WCM Competitive Landscape

Blog post by on August 31, 2014

The Web Content Management landscape has changed significantly over the last five years, as large vendors have acquired smaller vendors and incorporated point functionality into broader WCM suites. Despite this, the Content Management space continues to be …

Other Vendors’ Demos – Great Source for Learning

Blog post by on August 31, 2014

I’m occasionally surprised to find presales staff who have never seen another vendor’s demo – not even demos from a competitor…  (So, if you haven’t seen demos from other vendors, it is time to do so!) For …

Cultivating Athletic Communities: CrossFit Regulus use case

Blog post by on August 31, 2014

This is a quick scratch pad post to share a few community concepts to help you build healthy athletic communities. Mission and charter that extend beyond driving sales or renewing members. Guiding principles Experienced, certified and competent …

It’s Not Always So Obvious For Your Customer

Blog post by on August 31, 2014

There is a UPS Distribution Center right down the street, about two minutes away. Convenient, huh? Especially since I’m moving cross country and need to ship my belongs home. A couple weeks ago, I attempt to drop …

Easiest way to make a sale? Start at the top!

Blog post by on August 30, 2014

If you’ve never been to the Guggenheim Museum in New York City you’re missing an exceptional experience and an incredible lesson in sales. When you enter this Frank Lloyd Wright designed building, you’ll be immediately amazed by …