Differentiation is critical to sales. It sets us apart, enabling our customers … [Read more...]
Tag: Communicating
The Key To Differentiation
Customer Retention, Customer Service, Customer Experience The Rant Goes On Posted on March, 2012
A couple of days ago, I ranted, in part, about my experience with my past … [Read more...]
Coaching--It's Not About Giving The "Answer" Posted on March, 2012
Coaching is critical to improving performance--regardless the role we are in. … [Read more...]
Sales, Marketing, Big Data, and Stories Posted on March, 2012
Many pundits, including me, believe predictive analytics and big data are … [Read more...]
Marketing And Sales--Inseparable Posted on March, 2012
I just read the IBM 2011 Global CMO Marketing Study. It's a fascinating report, … [Read more...]
Follow-Up Posted on February, 2012
Follow-Up, a simple concept, but one which too many managers fail to execute. … [Read more...]
Sometimes The Customer Just Needs To Decide! Posted on February, 2012
I was reviewing a sales situation with a client earlier today. The sales person … [Read more...]
You Have To Care To Differentiate Your Value Posted on February, 2012
The rise of "Big Data," rich analytics and other capabilities enables sales and … [Read more...]
Coaching Is Tough Enough, Why Do We Make It More Complicated That It Need Be? Posted on February, 2012
I've been reading a lot of different stuff about coaching recently. It's good … [Read more...]
Are Your Customers Doing The Right Job Of Qualification? Posted on February, 2012
"What are you talking about Dave? Qualifying is the job of sales, why are you … [Read more...]
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