It's awfully crowded in the digital marketing/social selling world. Getting … [Read more...]
Tag: Communicating
Doing More By Doing Less
Your Most Important Sales Call, What's Your Plan? Posted on February, 2016
Today, a reader reminded me about something I said in an Openview Partners … [Read more...]
Customers Only See Their Part Of The Problem Posted on February, 2016
In today's complex B2B world, we know our customers struggle to solve their … [Read more...]
You Want To Take My Money, But Who Are You? Posted on February, 2016
Every day, it seems there is a new sales, marketing, customer service tool … [Read more...]
Customer Stuck? Not Moving Forward? Posted on January, 2016
It's a common lament among sales people, "I'm trying to close the customer, I … [Read more...]
Everyone Is Fighting A Battle You Know Nothing About!* Posted on January, 2016
Today, I had an unusual exchange of emails with a top executive (client and … [Read more...]
My "Bot" Will Talk To Your "Bot" Posted on January, 2016
Recently, I was asked to comment for an eBook on Attention Scarcity In … [Read more...]
Giving The Customer More Than They Paid For Posted on January, 2016
We've long had the idea that a value proposition has to do with "exceeding … [Read more...]
Value Prop Aligned With What The Customer Values? Posted on January, 2016
Not long ago, in speaking with a top executive, he expressed great frustration … [Read more...]
Your People's Performance Is A Reflection Of Your Performance Posted on January, 2016
It's impossible to be a top performing manager if your people aren't … [Read more...]
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