I have to admit, this post is targeted primarily to vendors of Sales/Marketing … [Read more...]
Category: Transformation
Category: Transformation
"Sell What You Use, Use What You Sell!"
The Customer Buying Process Is Not About You Or Your Competition! Posted on February, 2017
I'm tempted to paraphrase the old Carly Simon song, You're So Vain. Too often … [Read more...]
Sales And The Zombie Apocalypse Posted on February, 2017
Recently, I was having a conversation with Robert Racine about the state of … [Read more...]
If Your Customer Doesn't Have Problems, They Don't Need You! Posted on January, 2017
The only reason sales people exist is to help customers solve their problems, … [Read more...]
Are You Creating Deep Interactions? Posted on January, 2017
Read any research report, engagement is becoming a top challenge with every … [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...]
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