Not every customer is "our" customer or even a potential customer. It's common … [Read more...]
Tag: Prospecting
What's Your Ideal Customer Profile
"How Are We Doing...." Posted on June, 2021
We're all used to the email surveys, usually following some shopping or customer … [Read more...]
The "Secrets" Of Sales Posted on May, 2021
Recently, I was approached to talk about The Secrets Of Sales. When asked, it … [Read more...]
"Those Volume Guys....." Posted on May, 2021
I was stunned listening to a webcast yesterday. There was an "expert" … [Read more...]
Buyer Personas Are Not The Same, Even For The Same Persona! Posted on May, 2021
Developing rich buyer personas is critical to helping us identify the key people … [Read more...]
"Tell Us Your Top Business Challenge" Posted on May, 2021
A very large telecom company sent me this marketing email. It was one of those, … [Read more...]
"They Are Just Cars, The Sales Process Is The Same....." Posted on April, 2021
Imagine talking to a bunch of car sales people. Imagine making the claim, … [Read more...]
"I'd Love To Learn More About Your Business...." Posted on April, 2021
Daily, I get inundated with emails, texts, social media messages: "I'd love … [Read more...]
Our "Attention" Problem Posted on April, 2021
Recently, I participated in a Clubhouse discussion, it was my first and I was … [Read more...]
Rethinking BDRs? Posted on April, 2021
I recently read a post from Dave Kurlan entitled, "Why I Believe We Should Blow … [Read more...]
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