Recently, I was asked to comment for an eBook on Attention Scarcity In … [Read more...]
Tag: Customer Experience
My "Bot" Will Talk To Your "Bot"
Giving The Customer More Than They Paid For Posted on January, 2016
We've long had the idea that a value proposition has to do with "exceeding … [Read more...]
What's Project Management Have To Do With Buying/Selling? Posted on January, 2016
As sales professionals, we don't tend to talk much about project management--at … [Read more...]
Deal Slippage Posted on December, 2015
It's the end of the month, end of the quarter, end of the year..... I'm looking … [Read more...]
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...]
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