Jack Dean

Technology Investment Decisions Are Being Kicked UP and OVER

If you're not convinced that customers of technology solutions are adapting to a new market reality, listen to what SAP, one of the largest technology purveyors in the world, said in the first paragraph of the CEO's Letter to Shareholders in their most recent...

5 Ideas to Improve Your Executive Relevancy in 2011

How relevant are you to your customer executives? What would they say about you and your company? Do they need you as much as you need them? Is there interdependence? Many sales professionals confide in me that they don't know the answers...

FASTalert: Breaking Open The Corporate Piggy Bank – Part 2

Here's a statistical update to a previous blog posting, How To Break Open The Corporate Piggy Bank. In its lead story, the Wall Street Journal reported today that corporation cash hoarding has hit its highest level in half a century. According to a...

Why Executives Don’t Respond To Solution Selling

Is your company asking you to target larger deals and cross-sell solutions? Are you being asked to develop a more meaningful relationship with customers? Are you trying to establish yourself as a business partner rather than a vendor? If so, you're...

Are You Getting Appointments With Executives These Days?

It makes no sense. Here we are in the midst (bottom of the 4th inning in my estimation) of the Great Delevering following the Great Recession: the most significant extended downturn in business-related investment in our professional careers. Scores of companies have...

Rev’ It Up To Get On The Executive Radar Screen

If you are a sales professional, you have probably spent a good deal of time communicating the financial value of your solution: the so-called value proposition. Your company's marketing department has probably spent a good deal of time crafting it for maximum...

Train Wreck or On Track: When Your Company CXO Meets Your Customer

I've been a buy-side executive most of my professional career. I never counted, but my guess is I've "experienced" over two-thousand face-to-face encounters with sales people, five-thousand phone calls, and probably twenty-thousand emails, voice messages, text messages, and old-fashioned letters. As you...

Just The Facts, Ma’am

What do business executives and Sergeant Joe Friday of the classic crime drama Dragnet have in common? Dum-de-dum-dum. "All we want are the facts, just the facts." Not assumptions, not hypotheses, not opinions … just the facts. "Deal with...

What Executives Want

Ever watch the movie 'What Women Want' starring Mel Gibson and Helen Hunt? Nick Marshall, the main character, is a chauvinistic ad executive, who miraculously gains the ability to hear what women are thinking when he interacts with them. Nick Marshall isn't...

FASTalert: U.S.Bancorp Making Money The Old-Fashioned Way

U.S.Bancorp's CEO Richard Davis likes "consistent, predictable, repeatable performance" with no surprises. In describing the bank's Q3'10 earnings performance, he says "… it may not be that exciting, because it doesn't have a lot of unexpected outcomes, but it is one that we're...

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