Whenever I experience bad prospecting and social selling behaviors, I cannot resist writing about it. Not to blame anyone, but to encourage sales … [Read more...] about Social sellers, don’t send that message yet!
B2B buyers don’t hate salespeople. But they aren’t that impressed either. Announcing the CSO Insights 2018 Buyer Preferences Study
For 25 years, CSO Insights has been surveying and analyzing sales organizations to find out what works and what doesn’t. Over the last few … [Read more...] about B2B buyers don’t hate salespeople. But they aren’t that impressed either. Announcing the CSO Insights 2018 Buyer Preferences Study
Is CX still in the 20th Century?
Last week, I was supposed to travel from Frankfurt to Amsterdam to speak at the local meeting of the sales enablement society. As usual, I used the … [Read more...] about Is CX still in the 20th Century?
Customer Experience: The Ultimate Goal Is Sustainable Results
A few weeks ago, I had the pleasure of presenting the highlights of our 2018 Customer Experience Study at our first, and very well received, CX event … [Read more...] about Customer Experience: The Ultimate Goal Is Sustainable Results
If you want transformation, don’t forget the intangibles
Culture (per Merriam-Webster) is defined as the set of shared attitudes, values, goals, and practices that characterizes an institution or … [Read more...] about If you want transformation, don’t forget the intangibles
Marketing and Sales: Will They or Won’t They?
Our industry has been talking about sales and marketing misalignment for a long time, and for good reason. Eighty-three percent of … [Read more...] about Marketing and Sales: Will They or Won’t They?
