Business is tough everywhere. As sales professionals, we struggle to find … [Read more...]
Tag: Customer Experience
Customer Retention, A Rant
No Room For Farmers! Posted on March, 2012
Sales people are often described as Hunters or Farmers. Hunters have been … [Read more...]
Customer Experience And Silos Posted on March, 2012
We organize our companies by function--sales, marketing, customer service, … [Read more...]
Getting Marketing And Sales Together Posted on March, 2012
I commented on the results reported in IBM's outstanding survey of CMO's. The … [Read more...]
Marketing And Sales--Inseparable Posted on March, 2012
I just read the IBM 2011 Global CMO Marketing Study. It's a fascinating report, … [Read more...]
Agenda's Posted on February, 2012
No, today's post isn't about some esoteric view of people's agendas--how we … [Read more...]
Wanting To Buy Is Insufficient, Does Your Customer NEED To Buy? Posted on February, 2012
Some of you reading the title will say, "Dave's really gone off the deep end … [Read more...]
Selling Process Or Buying Process? Posted on February, 2012
My post yesterday, The Secret To Sales Success, stirred up a twitter discussion … [Read more...]
You Have To Care To Differentiate Your Value Posted on February, 2012
The rise of "Big Data," rich analytics and other capabilities enables sales and … [Read more...]
Are Your Customers Doing The Right Job Of Qualification? Posted on February, 2012
"What are you talking about Dave? Qualifying is the job of sales, why are you … [Read more...]
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