“The greatest inhibitor to sales effectiveness is the inability to communicate a value message.” – SiriusDecisions Sales organizations make huge investments in hiring salespeople, getting them upskilled and productive quickly, implementing sales enablement and technology solutions, but when it comes to focusing on the quality of activities that create the sales experience from … [Read more...] about Sales Messaging and the Sales Experience
It's More Complicated Than That
“Become disenchanted with anything that takes complex subjects and breaks them down into “Top 10” lists.” – Brian Solis Social media has changed business. Today’s buyer looks nothing like the buyers I first met when I began selling 25 years ago. Technology allows them to evade us, block us and downright ignore us if they so choose. It’s a new world, and if you don’t think so, … [Read more...] about It's More Complicated Than That
What's the Experience, Really?
I don’t think a day goes by when I don’t read about companies touting how important it is for them to deliver a stellar customer experience. Think Apple. I also hear executives from companies, including our own clients talk about their focus on improving upon and delivering on a customer experience that wows. But does the talk always match the walk? No. In two unrelated … [Read more...] about What's the Experience, Really?