We know the importance of selling internally. We get support, resources, and … [Read more...]
Tag: Customer Experience
Selling Internally
Insight Is All About Having A Point Of View Posted on April, 2013
Insight is all about having a point of view, but too often I see sales people … [Read more...]
Good News, We Won! Bad News, We Won! Posted on April, 2013
Over the past few weeks, I've published a number of posts on pricing, value … [Read more...]
Customer Retention, Whose Job Is It Anyway? Posted on April, 2013
I wrote, Customer Retention-Different Approaches, the other day. It stimulated … [Read more...]
Customer Retention, Different Approaches Posted on April, 2013
Customer retention is a critical issue. Wisdom (and data--thought it's not at … [Read more...]
Do You Understand Your Differentiation, Does Your Customer? Posted on April, 2013
Over the past few weeks, I've written a number of posts about Value Propositions … [Read more...]
Do We Really Understand Value? Posted on April, 2013
My recent posts, "But Your Price Is Too High," and "Price Is Meaningless Until … [Read more...]
Don't Cheat Your Customer By Not Closing Posted on March, 2013
My post, "But Will I Sound Too Salesy?" generated some interesting comments and … [Read more...]
The Customer Designs Their Own Customer Experience Posted on March, 2013
We spend a lot of time talking about customer experience design. There is some … [Read more...]
What's Quality Have To Do With Sales And Marketing? Posted on March, 2013
Quality is a word I almost never hear in a discussion about selling. Sure, … [Read more...]
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