It might come as a surprise to some of my readers that I consult within the … [Read more...]
Tag: Customer Experience
Who Is Our Customer -- A View From The Fashion Industry
Who Is Your Customer? Posted on June, 2011
On the surface, this may seem an obvious question. It's been one that has been … [Read more...]
Good Revenue And Bad Revenue Posted on June, 2011
There's the old -- and still good -- maxim in sales, follow the money. As sales … [Read more...]
What's Wrong With Strategic Accounts? Posted on June, 2011
We embrace our strategic accounts---they are our most important customers. They … [Read more...]
Walking Away Posted on June, 2011
Walking away from a bad deal is tough. Too often, we don't have the courage to … [Read more...]
We All Make Mistakes, It's How We Recover That Makes The Difference Posted on June, 2011
My last post, Even The Biggest And Best Get It Terribly Wrong, was about how … [Read more...]
Even The Biggest And Best Get It Terribly Wrong! Posted on June, 2011
Today, I get this email, it's addressed to "undisclosed recipients," which is … [Read more...]
How Did You Arrive At This Perception Of Our Solution? Posted on June, 2011
It used to be that sales people were the principal source of information about … [Read more...]
Sales Intelligence--It's About Connecting The Dots Posted on June, 2011
OK, before I start, let's get all the comments about Sales Intelligence being an … [Read more...]
Your Value Proposition Is No Longer Sufficient Posted on May, 2011
Too many sales and marketing people struggle with value propositions. For … [Read more...]
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