Now, more than ever, we need to keep our growth engines running. Sales must maintain activity levels. Marketing must keep the digital lights on. This is not the time to slow down or stop. This past week I’ve talked with...Read More
Jeb Blount, the author of Fanatical Prospecting, famously said the number one reason for empty pipelines is “failure to prospect.” While prospecting has always been important, in today’s challenging...Read More
If your company sells in the B2B space, chances are you sell to buying teams. Research in The Challenger Customer revealed that on average, there are over 6 people involved in a B2B buying decision. When I started selling office...Read More
If you want profit, value, and client loyalty, stop calling them customers and start treating them like clients. I hate the word customer. Customers go to vendors to buy commodities. If I want toothpaste, I go to Walmart or...Read More
Cross-selling to current clients to additional products and services may be the fastest way great companies can grow. According to Amy Gallo, a contributing editor at Harvard Business Review, acquiring a new customer is...Read More
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