We all know customers are changing the way they buy, driving changes in the way … [Read more...]
Tag: Communicating
The Early Bird Gets The Worm--Lessons For Sales
Earning The Right To Be A Value Creator Posted on April, 2012
Yesterday, I wrote about Value Creation. One individual raised an interesting … [Read more...]
Who Are The "Sales Influencers" In Your Company? Posted on March, 2012
Lori Richardson posed a very challenging question at Focus.com: "What is your … [Read more...]
Is Your Closing Presentation Meaningful To Your Customer? Posted on March, 2012
Recently, I've been reviewing a lot of closing presentations. It's been for a … [Read more...]
The Key To Differentiation Posted on March, 2012
Differentiation is critical to sales. It sets us apart, enabling our customers … [Read more...]
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...]
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