Just when I think I've gotten the worst possible cold prospecting call and that … [Read more...]
Category: Performance
Category: Performance
"I Don't Want To Listen, I Have A Great Deal For You!"
Just Because We Have The Ability To Do Something Doesn't Mean It's Best Practice Posted on November, 2014
I've been writing about customer experience, bad prospecting, and other bad … [Read more...]
How To Ruin A Great Customer Experience Posted on October, 2014
I took my car in to be serviced the other day. The dealership has done a … [Read more...]
"Dear Occupant Or Current Resident...." More Horrible Prospecting Posted on October, 2014
I've decided to write a periodic series about bad prospecting letters. Every … [Read more...]
Finding Time For The Decisionmakers Posted on October, 2014
I wrote, Finding The Decisionmaker, discussing the consensus buying process and … [Read more...]
Finding The Decisionmaker Posted on October, 2014
We want to focus our sales strategies on the Decision-maker. Some have referred … [Read more...]
"I Have To Speak To You In Bullet Points......." Posted on October, 2014
Understanding our customers' behavioral styles is critical to our effectiveness … [Read more...]
Dreamforce By The Numbers Posted on October, 2014
Dreamforce is an incredible event. In addition to being probably the largest … [Read more...]
The Perfect Prospecting Letter (???) Posted on October, 2014
I receive lots of requests from sales and marketing experts to promote things … [Read more...]
Great Customer Service Doesn't Equal Great Customer Experience Posted on October, 2014
I have to admit writing this post out of frustration. I've been, at the … [Read more...]
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