Creating differentiated, personalized customer experiences is a top business initiative for most organizations. Executives know that when exceptional experiences are delivered, they distance themselves from their competitors. The reverse is also true. When things don’t go well, the negative brand impact on your company has greater potential for damage that goes far beyond … [Read more...] about Does Your Sales Experience Deserve a Star Rating?
Inside sales is a popular high-growth sales model used by companies in a variety of industries. In 2017, the Harvard Business Revenue reported that 46% of high-growth tech companies are growing through inside sales versus 21% using outside sales teams. The reasons for rapid growth of SDR/BDR sales teams vary but one thing is clear, buyers are fine with alternatives to … [Read more...] about Inside Sales + Rapid Growth = Leadership Challenges
After 29 years as a sales professional, I believe that there are some things that just do not change if you expect to be successful selling. You need to follow a repeatable sales process consistently. You need excellent consultative selling and communication skills. You need to care more about your buyers needs than your own. When it comes to developing new business, … [Read more...] about Don't School Me!
I am breaking my rule today. Typically, I keep ineptness anonymous. Today, in good conscience I cannot. I have continuously railed against the sad state of selling, which bothers me in a big way. Poor messaging. Lack of relevance for the buyer. No understanding of the buyers business. These things gnaw at me and then some. But I can think of no more serious grievousness than … [Read more...] about I AM a Customer But You Don't Know It