“Big Data” is a big deal nowadays. With it come big dreams and big intent. Its implication for business, medicine, politics, and more is enormous. ButContinue reading
Category: Sales Success
Make $ with a “Client Happiness Index”
“Client Happiness” is more than a feel-good term. It has genuine business value. It’s no surprise that it’s more profitable to sell to an existingContinue reading
Part 2 – Figuring Out the RIGHT Question to Ask: Talking With Sales
Last post, we dealt with your target audience. We covered how asking the right question with the right context to the right person can makeContinue reading
Answer These “5 Why’s” to Create More Powerful Messaging
Effective sales and marketing rests upon understanding your prospect’s situation and what he/she needs to know before they can trust you and accept that you’veContinue reading
6 Questions Marketers Should Ask Their Sales Team
In my last post, I discussed why Marketers need to regularly ride with their Sales Team to call on prospects and clients. Essentially, there isContinue reading
Marketers – Get in the Field!
It strikes me as odd that I even have to say this, but I do: “ATTENTION B2B MARKETERS – Accompany your sales force onContinue reading
Remember to Ask
A few weeks ago, I attended a business luncheon where Severin Fayerman was the featured speaker. Severin Fayerman is a Holocaust survivor and a founderContinue reading
The Power of an Empty Chair
Recently, I read a Forbes article on Jeff Bezos, of Amazon.com fame (April 23, 2012). The box titled “Jeff Bezos’ Top Ten Maxims, Decoded” is,Continue reading
Build Sales – Think Like a Customer
All too often, sales programs focus on topics like how the product works, how it’s made, the distributor network, special pricing deals, the company historyContinue reading