Think of this post more as a thought experiment or even a wild ass … [Read more...]
Tag: Customer Experience
What Do Uber Drivers And SDRs Have In Common?
The Sales Person As "Contextualizer" Posted on July, 2019
Context is everything! Each of our customers is different, each company has … [Read more...]
"I Think There's An Opportunity To Work Together..." Posted on July, 2019
The LinkedIn invitation started with: "Dave, I think there is an opportunity … [Read more...]
Our Customers Are Voting With Their Time Posted on July, 2019
Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Hiring For "Caring" Posted on July, 2019
My good friend, Buck McGugan, and I were having a conversation about sales … [Read more...]
Our ABM "Hunting License" Posted on June, 2019
I've never been comfortable about the hunter/farmer notions around selling. … [Read more...]
You're Not Ready For That Call! Posted on June, 2019
Somehow, it seems that a post on preparing for sales calls/meetings would be … [Read more...]
A Day In The Lives Of Our Customers Posted on May, 2019
What does a day in the life of your typical customer look like? What's it like … [Read more...]
What Pisses Me Off About Gartner's "Spaghetti Chart" Posted on April, 2019
My friends at Gartner published a really important chart a couple of years ago. … [Read more...]
Key To Great Customer Experience Posted on March, 2019
We know the importance of customer experience. Whether it's their buying … [Read more...]
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