Why can’t a conversation just be a conversation?
In “Seinfeld” speak, “hand” is the term for having the upper-hand in a relationship. The person who doesn’t have the upper-hand is said to...
The 5 types of pivotal agreements
In the business-to-business sales process, there are six to eight moments of truth where you need to execute important agreements and tradeoffs — both inside your...
3 tips for taking control of a sales conversation
If CEB statistics are correct, 80 percent of business is lost to no decision, implying that most salespeople are not good at leading conversations....
Do your customers or your reps control the sales conversation? (and who should?)
Someone calling himself “Wonderboy”posting on a forum at SalesPractice.com tossed out a question that started a sizeable chunk of the B2B sales world talking.
Under...
Product Review – March-April 2017
Finding a healthy work/life balance is widely accepted as a way to be more productive. “When a company recognizes that employees have lives outside...
Is flying solo the way to go?
Last year, the Incentive Federation reported results of a research study showing that 84 percent of all U.S. firms use non-cash incentives in some...
Learn a new language
Ten years ago, the world was wowed by an unusual UPS commercial where an artist did whiteboard drawings of their services.
Six years ago, best-selling...
Email and SEO are top revenue generators
B2B marketers’ primary goal with their digital marketing efforts is to improve lead quality rather than increase quantity, according to the 6th annual State...
More features don’t always help retain customers
Companies emphasize long-term relationships with existing customers while also experimenting with adding new features to a product or service that will attract new ones....
Marketers’ role in a better customer experience
The customer experience isn’t just an abstract notion that lives in business school articles and consultants’ strategy documents. It’s the real, down-to-earth thing that...
