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...

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...

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...

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...

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...

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...

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...

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...

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,...

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...

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