I can already hear the distress from product managers and product marketing … [Read more...]
Tag: Customer Experience
Let's Put An End To Product Training!
Buyer's Remorse Posted on December, 2011
Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [Read more...]
Before We Challenge Our Customers, We Have To First Challenge Ourselves! Posted on December, 2011
I've been writing a lot about the importance of sales people challenging their … [Read more...]
Insight Based Selling --- It's Not Rocket Science Posted on December, 2011
There's a lot of talk about Insight Based Selling. It's a great conversation, … [Read more...]
Our Customers Are Missing The Opportunity To .... Posted on December, 2011
I get involved in helping launch lots of products. Clients are bringing new … [Read more...]
Sending Your Sales People Out Naked, The Problem With "Challenger Selling" Posted on December, 2011
Over the past month or so, there's been a huge amount of conversation about … [Read more...]
Buying Isn't Important, It's The Results Of Buying That Are Important! Posted on November, 2011
We've spent a lot of time nurturing the customer. We've discussed their … [Read more...]
Before You Can Create Value For Your Customer, You Have To Know What Value You Create Posted on November, 2011
Having a differentiated value proposition, creating value for your customers is … [Read more...]
Performance Management Friday --- Customer Retention/Customer Attrition Posted on November, 2011
Usually it's easier, and cheaper to sell to a current customer than to acquire a … [Read more...]
Who Is The Beneficiary Of Sales And Marketing Automation? Posted on November, 2011
I had the privilege of participating in a fantastic roundtable at Focus.com … [Read more...]
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