It's the end of the month, end of the quarter, end of the year..... I'm looking … [Read more...]
Tag: Customer Experience
Deal Slippage
How Have You Helped Your Customers Improve Their Outcomes? Posted on December, 2015
As we approach the end of the year, there's always a huge intensity of … [Read more...]
Is It The Customer's Job To See Sales People? Posted on December, 2015
Recently, I read a blog post in which the author was criticizing a procurement … [Read more...]
What If You Couldn't Discount? Posted on December, 2015
I always worry starting a post with, "When I first started selling....." I fear … [Read more...]
Stop Wasting Money On Marketing Automation, Personas, And Content Marketing! Posted on December, 2015
Recently, I lamented about the challenge I face with my email Inbox in Your … [Read more...]
Your Marketing Is Driving Me Away! Posted on December, 2015
Every day, I receive somewhere between 150-200 emails--"valid emails," not the … [Read more...]
Prescription, The Double Edged Sword Posted on December, 2015
Being prescriptive with our sales teams and our customers is a hot topic these … [Read more...]
What's The Problem With Demos Posted on November, 2015
Demos Sell! I was visiting a company recently, they had a full court press on … [Read more...]
Helping Your Customer "Connect The Dots" Posted on November, 2015
As sales people, we know we have to engage our customers in disruptive … [Read more...]
What Do Prospects Owe Sales People? Posted on November, 2015
I had a fascinating exchange of emails with a very good sales person. He … [Read more...]
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