Having a differentiated value proposition, creating value for your customers is … [Read more...]
Tag: Communicating
Before You Can Create Value For Your Customer, You Have To Know What Value You Create
Who Is The Beneficiary Of Sales And Marketing Automation? Posted on November, 2011
I had the privilege of participating in a fantastic roundtable at Focus.com … [Read more...]
Do You Know What Should Be Keeping Your Customers Up At Night? Posted on November, 2011
There it is, that old stand by question, "What keeps you up at night?" There … [Read more...]
Being Different Or Being Impactful? Posted on November, 2011
Everyone wants to stand out, everyone wants to be different. Each marketing … [Read more...]
Unsolicited Email, Cold Calling, Prospecting, Nurturing...... Posted on November, 2011
So this is what's happening this morning. I start the morning looking at … [Read more...]
How Do You Know If The Customer "Knows?" Posted on October, 2011
As sales professionals, we are supposed to be masters of effective … [Read more...]
"I Made A Mistake" Posted on October, 2011
I had a great conversation with a remarkable executive the other day. We were … [Read more...]
Where's "The Decisionmaker?" Posted on October, 2011
That's the $64K question for all sales people. Who's the decision-maker and how … [Read more...]
Customers Don't Know What They Don't Know Posted on October, 2011
Where do we find new deals? How do we get customers energnized about the deals … [Read more...]
Hanging Out Posted on October, 2011
I was on my bike last weekend, riding to the beach to hang out with my nephew. … [Read more...]
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