When selling teams merge in the process of an acquisition or a merger of equals, aligning disparate processes, messaging, and customer engagement models is too often a major challenge. It can be so large a challenge that companies operate separately for a period of...

I have countless conversations about selling value. Every customer wants their teams to focus on value over products and services. But when they ask why their teams are struggling to do so, I respond with: “You don’t SELL value—it’s the extension of great discovery.”...

This morning I visited a Mercedes dealership to pick up my car after purchasing new tires. During my visit, I shared with the service manager that I was disappointed with my buying experience two years ago. I had expected a premium, "Mercedes-level" sales...