Read any research report, engagement is becoming a top challenge with every … [Read more...]
Category: Transformation
Category: Transformation
Are You Creating Deep Interactions?
Is The Concept Of Hunters And Farmers Relevant Any More? Posted on January, 2017
It seems like the concept of hunters and farmers have been around virtually as … [Read more...]
Are Your Sales Metrics Aligned With Your Business Strategy? Posted on January, 2017
Not long ago, I spoke with a frustrated CEO. His company was doing OK, but … [Read more...]
Crossing The Chasm: What We Care About Versus What Our Customers Care About Posted on January, 2017
There is a huge chasm between customers and our own sales and marketing … [Read more...]
Is Sales Really About Sharing Content? Posted on January, 2017
To some degree, a major function of sales people has been to be an information … [Read more...]
Delivering Insight--What Happens Next? Posted on December, 2016
The CMO and Sales VP were reviewing their latest programs to get their people … [Read more...]
Building Effective Marketing And Sales Strategies Posted on December, 2016
I just read an outstanding article, How To Create An Effective Account-Based … [Read more...]
Customers Aren't Widgets Posted on December, 2016
I've always thought sales is more science than art. I believe selling is a set … [Read more...]
Understanding Customer Needs Posted on November, 2016
I was listening to a "discovery call." It wasn't much different than any other … [Read more...]
Helping Your Buyers Look Beyond Themselves! Posted on November, 2016
We know we need to be customer focused. We know that we are most effective when … [Read more...]
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