Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their … [Read more...] about Even in B2B, Customer Experience Defines You (April Referral Selling Insights)
Business Development
Why Customer Experience Should Be Top of Mind for Sales Leaders
Are you creating an experience that drives revenue and referrals? “How much did you say that cost?” I asked the barista. I knew I heard … [Read more...] about Why Customer Experience Should Be Top of Mind for Sales Leaders
Stop Overlooking This if You Really Want Qualified Leads
Watch out for the gap in your referral business! It’s an epidemic. Every sales exec says they need more leads in the pipe. That’s a … [Read more...] about Stop Overlooking This if You Really Want Qualified Leads
What Saleswomen Do Really, Really Well
Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. … [Read more...] about What Saleswomen Do Really, Really Well
Selling Upmarket: 11 Books for Large Account Sales
Whale Hunting debuted as a business development model for small and midsize B2B companies in 2006. I co-authored the definitive guide in 2008 with … [Read more...] about Selling Upmarket: 11 Books for Large Account Sales
The True Gift and Grit of Working Grandmothers
Grandmothers have always worked … but not always outside the home. It was 2007. At a luncheon hosted by a major magazine, a panel of four women … [Read more...] about The True Gift and Grit of Working Grandmothers