Recently, I was asked to comment on the impact of attention scarcity in modern … [Read more...]
Tag: Customer Experience
Turning The Volume Up Won't Get You More Attention
Why Do We Continue To Get The Basics Of Value So Wrong? Posted on August, 2016
Hopefully, any person in a sales role knows the importance of value--whatever … [Read more...]
Who Are You? Why Should I Trust Buying From You? Posted on August, 2016
Somehow you've attracted me to your site. You have an intriguing product. You … [Read more...]
Personas, Profiles, Relevance, Personalization, And Targeting--Stop Wasting Your Time Posted on July, 2016
I tend to look to the approaches sales and marketing experts and automation … [Read more...]
Building Your Personal Brand Posted on July, 2016
There's a lot written about building Personal Brands. A lot of the discussion … [Read more...]
What's The Most Important Customer Question Sales People Probably Can't Answer? Posted on June, 2016
We equip our sales teams with the ability to answer any question customers might … [Read more...]
Shepherding Our Customers Through The Buying Journey Posted on June, 2016
Over the past several months, Hank Barnes and I have had periodic discussions … [Read more...]
Sales Leadership Dysfunctions -- Anti Sales Attitudes Posted on June, 2016
My friend, Mike Weinberg, has been one of the most consistent and vocal … [Read more...]
"Our Product Is Better Than Theirs" -- A Losing Strategy Posted on June, 2016
The other day, I was having breakfast with a frustrated executive. He had just … [Read more...]
Doing The Deal Or Solving The Problem Posted on May, 2016
I wrote Solving Our Customers' Problems several days ago. My friend Martin … [Read more...]
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