As we race to year end, trying to make our numbers, we also enter "account … [Read more...]
Tag: Customer Experience
It's Account Planning Season
Just Because It's Interesting To You, Doesn't Mean I Care Posted on October, 2013
The phone rang, a sales person introduced himself asking, "Who's in charge of … [Read more...]
I Want To Be Your Partner Posted on October, 2013
It seems every relationship is becoming a partnership. In every sales … [Read more...]
Just Good Enough--The Minimum Viable Sales/Marketing Strategy Posted on October, 2013
Anyone familiar with the work of Eric Ries in the Lean Startup or Steve Blank's … [Read more...]
We're Communicating, But Are We Really Connecting? Posted on September, 2013
Technology has extended wonderful capabilities to make us more efficient. We … [Read more...]
"I'm Not Paid To Have Conversations, I'm Paid To Get Orders!" Posted on September, 2013
I write and speak frequently about customer focus, engaging customers in … [Read more...]
"This Conversation Is Really About Me" Posted on September, 2013
The other day, I was speaking to a sales executive. We were talking about … [Read more...]
Who Cares About "Outstanding Customer Service Experience?" Posted on September, 2013
Sometimes, I think we get customer service wrong. We try to create outstanding … [Read more...]
"How Much Does It Hurt?" Posted on September, 2013
I was in the doctor's office for a check up the other day and was fascinated … [Read more...]
The "Squishy" Buying Cycle Posted on September, 2013
Too often, we think of the customer's buying process as something that, once we … [Read more...]
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