There are thousands of posts, hundreds of tools, hundreds of books focusing on … [Read more...]
Tag: Customer Experience
Buyer Efficiency
The Questions Sales People Ask? Posted on July, 2018
Questioning is critical for sales people. Every sales training program focuses … [Read more...]
Technology Only Gets Us So Far Posted on July, 2018
I'm a great fan of much of many sales technologies. There are tools that … [Read more...]
The Problem With "USPs," They Aren't Unique Posted on June, 2018
The Unique Selling Proposition is a cornerstone to much of what we do in … [Read more...]
Survey Fatigue And Customer Experience Posted on June, 2018
Companies are obsessed (Hmmm, maybe not) with customer experience. Many seem to … [Read more...]
Silo-Busting, We Have To Look Outside Our Own Functions/Silos! Posted on May, 2018
The poet, John Donne, wrote, "No (wo)man is an island, entire of itself; every … [Read more...]
We Need To Stop Our Fixation On Buyer Journeys Posted on May, 2018
Recently, I participated in a discussion on "the buyers journey." In some ways, … [Read more...]
Driving "Volume," Are We Letting Form Triumph Over Substance? Posted on April, 2018
John Gardner's outstanding book, "EXCELLENCE," published in 1961 has one line … [Read more...]
The "Last Mile" In Selling Posted on April, 2018
In the old days of telecom, the days when telecom was dominated by landlines, … [Read more...]
Does How You Sell(Market) Represent Your Company Well? Posted on April, 2018
Customer experience is increasingly a key differentiator in acquiring and … [Read more...]
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