“I don’t try to tell clients what technology they should be using. We work with whatever systems they currently have.” … [Read more...] about Why your technology-neutral message is the wrong one
5 tips for working from home when your head and heart are distracted
I spent the first six months of 2017 living in the hospital while my 5-year-old son, Ari, waited for, received, and rejected a heart transplant. … [Read more...] about 5 tips for working from home when your head and heart are distracted
How to create outstanding sales growth with channel partners
Channel partners can be a major source of high-profit revenue growth with the right business model. A great channel partner operates as an extended … [Read more...] about How to create outstanding sales growth with channel partners
Answering your customer’s three critical questions
In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to initiate new projects … [Read more...] about Answering your customer’s three critical questions
Some customers are more important than others.
In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential … [Read more...] about Some customers are more important than others.
Are sales managers coaching reps to the right outcomes?
What is more important in sales, closing deals or building pipelines? I would say the answer is both, but the actions of sales people on average seem … [Read more...] about Are sales managers coaching reps to the right outcomes?
