There's a lot of discussion about how important it is for sales people to "build … [Read more...]
Tag: Customer Experience
Building Your Personal Brand -- Again
Customers Feel Value Posted on August, 2019
Scott Gillum and I were having one of our usual conversations, the marketing vs. … [Read more...]
What If We Talked About Our Customers? Posted on August, 2019
Recently, the CEO of a company shared the agenda for his management offsite … [Read more...]
What Do Uber Drivers And SDRs Have In Common? Posted on July, 2019
Think of this post more as a thought experiment or even a wild ass … [Read more...]
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...]
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