This afternoon, I was speaking with a salesperson for a start-up company. We … [Read more...]
Category: Transformation
Category: Transformation
Price Is Meaningless Until You Establish Business Value
Going Beyond Cost - Benefit Analysis Posted on March, 2013
A critical element of any high impact sales process is "creating business … [Read more...]
Don't Cheat Your Customer By Not Closing Posted on March, 2013
My post, "But Will I Sound Too Salesy?" generated some interesting comments and … [Read more...]
The Customer Designs Their Own Customer Experience Posted on March, 2013
We spend a lot of time talking about customer experience design. There is some … [Read more...]
Connecting The Dots, Can You Do It For Your Customer? Posted on March, 2013
There's a huge amount of "wisdom" about calling at the top. At times, I think … [Read more...]
Creating Social Business Success Posted on March, 2013
Every week, I would venture there are over 100 blog posts or articles talking … [Read more...]
Customer Experience, "Being Managed Or Handled" Posted on March, 2013
Every organization has (or should have) a process for "managing" customer … [Read more...]
Lean Sales And Marketing--"Every Activity Has A Context" Posted on March, 2013
I'm at the Forrester Sales Enablement Conference. It's fascinating, I'll have a … [Read more...]
Social Media Versus The Traditionalists Posted on February, 2013
I was reading a very good post at OpenView Labs site, Can Social Prospecting … [Read more...]
Do You Have Enough Confidence To Listen To Your Customer? Posted on February, 2013
I think too many sales people lack confidence! Listen to them on sales calls, … [Read more...]
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