Make a Great Impression at Every Stage of the Customer Journey
Companies typically give a lot of thought to how they’ll make a positive first impression with customers. Marketing experts carefully craft a brand image...
5 Pricing Mistakes to Avoid
The influx of new sales enablement softwareoptions has completely changed the way sales teams operate, eliminating many disconnections in the sales process. But even with...
Will You Hit Your 2015 Revenue Target?
The way people are buying has changed selling. Although face-to-face meetings often seal a million-dollar deal, most relationships are built through emails, phone calls...
Telling Your Customer’s Story
Companies have been talking about sales enablement for some time now, but in many ways the definition remains open for interpretation. To some, it...
Why Marketing-Generated Leads Die on the Vine
Not long ago, I was talking to the marketing director of a mid-sized manufacturing client about leads. He explained that his company’s biggest problem...
A Trout, a Salmon and a Case for Practice
Baseball pundits have long hailed Angels outfielder Mike Trout as a “natural.” He entered the league at 19 and by 23, Trout had appeared...
Technophobia: A Luxury That Sales and Marketing Managers Can’t Afford
The villain of the “Terminator”series isn’t the Terminator; it’s Skynet, the evil computer. It’s the same in 2001: A Space Odyssey, Harlan Ellison’s I...
Quick Fixes for a More User-Friendly Website
As a 24/7 salesman, your website has the potential to be your most powerful asset and the centerpiece of your marketing efforts. But rapidly...
Why do Smart Salespeople Make Such Stupid Mistakes?
When I think back over my career working in agencies and now advising agencies and salespeople, many of my mistakes led to some of...
Demand vs. Lead Generation
Marketers often exchange the terms demand generation (demand gen) for lead generation (lead gen), but they’re not the same strategies. Companies with dedicated sales...
