The Power of Personalization
The Power of Personalization We all know that personalization has been a mantra within the B2C space for quite some time now. […]
Is What’s Old New Again?
Author Stephen King once wrote, “Sooner or later, everything old is new again.” While King might have stated this in regard to […]
Decision Drivers: It’s Win, Lose, or Draw for B2B Sales. Your Call.
Nosebleed stakes In sales it’s win, lose, or draw. There are no other options. The stakes could not be higher. Here’s how […]
Listen – Here are 6 Ways to Gain a B2B Prospecting Edge
While conducting Net Promoter Score (NPS) research for a b2b technology client we asked the president of an operating division of a large multinational the following, “you gave our client the highest NPS score, what is the greatest benefit you get from them?” The answer, “our salesman”.
The Network Of Me And What It Can Do For You
Come, take a walk with me and let’s talk about sales. In fact, I’d like us to put on our prospect hats because the experience is unique. It’s really important to our discussion.
Customer relationships: Three lessons, Two Words and One Silver Bullet.
I’m a student of customer relationships and I’ve learned three important things. First, I’ve learned that the foundation of any long-lasting customer relationship comes down to two words: trust and respect. I’ve got to feel the love, that you’ve got my back. There’s plenty of other stuff, but at the core, there’s trust and respect, which I’d like to have throughout all my business relationships, thank you. It encourages me to assume the long-term. Otherwise, it’s short-term and transactional. Mr. Money never left the room, but his voice gets a lot louder when the discussion is about a transaction.