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Creating a Value Story that Sticks
After a sales presentation, what do your buyers really remember? You may be surprised! It’s not always the compelling statistics you’ve provided. It’s more often
Top Sales People Collaborate and Problem-Solve, then Close
Just 4% of salespeople in the United States sell 94% of the goods and services, according to a study by Gallup and Harvard University. What
Does Your Buyer Focus on the Pain or the Gain?
The most successful B2B salespeople clearly understand that they’re selling to people and not just to businesses. While they take time to understand their customer’s
CIOs have no TIME for you
Many tech companies see relationships with CIOs as the Holy Grail of their sales and marketing efforts. But should you really spend the money and
Interview with Rajat Paharia: Creating loyalty using Big Data and Gamification
I recently had the opportunity to chat with Rajat Paharia, founder and chief product officer at Bunchball, about his new book, Loyalty 3.0, pivoting startups, and
7 Ways to Waste Time at a Planning Meeting
Amid meeting quarterly numbers, executing strategic programs, and dealing with day-to-day minutia, it’s helpful to occasionally pause, look at the big picture, consider long-term objectives,
Customer-Generated Intelligence
Watching some of the new ventures getting funded over the last several months, there’s an interesting trend that’s turning user-generated content into real value for
Seven Ways to Matter More to Customers
I just hosted a webinar introducing the second edition of my book, 42 Rules for Growing Enterprise Revenue: Practical Strategies for Increasing B2B Customer Relevance.
At your next Sales Meeting, create listeners and story tellers
I bet you already have a long list of launch announcements and product training sessions for your sales kickoff. That’s important information, but it’s not