To some degree, a major function of sales people has been to be an information … [Read more...]
Tag: Communicating
Is Sales Really About Sharing Content?
Delivering Insight--What Happens Next? Posted on December, 2016
The CMO and Sales VP were reviewing their latest programs to get their people … [Read more...]
Creating Crap At The Speed Of Light! Posted on December, 2016
I think I'm suffering "Social Selling Fatigue." Perhaps it's the time of year, … [Read more...]
Building Effective Marketing And Sales Strategies Posted on December, 2016
I just read an outstanding article, How To Create An Effective Account-Based … [Read more...]
Customers Aren't Widgets Posted on December, 2016
I've always thought sales is more science than art. I believe selling is a set … [Read more...]
Discussing The Role Of Sales Leadership In Driving Performance Posted on November, 2016
Recently, I had the privilege of speaking to Noah Goldman on the Enterprise … [Read more...]
Understanding Customer Needs Posted on November, 2016
I was listening to a "discovery call." It wasn't much different than any other … [Read more...]
I'm Really Confused About Account Based Marketing Posted on November, 2016
Account Based Marketing/Selling---"Account Based Everything" is all the rage … [Read more...]
Account Management, The Challenges Of Incumbency Posted on October, 2016
Account Based Everything is a huge topic these days. Everyone is account … [Read more...]
Are You Selling What Your Customer Is Buying? Posted on October, 2016
I'll jump to the bottom line, then retrace my steps. "Customer buy holes in … [Read more...]
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