October 27, 2016

How "Fit" is Your CS Dept?

Have you ever considered the fitness level of your customer service department? No, I’m not talking about an employee exercise program. Rather, I’m asking if your team that provides service to your clients is functioning at peak performance.


October 20, 2016

For anyone in sales, being savvy at networking isn’t just a good skill to have, it’s necessary for long-term success. Networking is an important part to building relationships with clients, vendors, and even your competitors. The reality is that people choose to refer...

October 17, 2016

It is inevitable, and absolutely certain, that our customers are changing. We are all in a maelstrom of information, of stimulus, of crap. We change every second of every day. It’s a fair guess that customers and prospects do, too.

What we need to know is why and how ar...

A recent assignment, interviewing senior executives worldwide about their purchase process reinforced our view that some or all of what you think you know about your prospects is yesterday’s news. Absolutely everything is changing at a crazy pace.

* Basic needs are bein...

October 10, 2016

It's almost the holidays. I’m never going to land any meetings.

It's Friday. No one will answer the phone.

I can't believe the competition has cut their prices. That's it for me; I’ll never be able to win new business.

They gave me the worst sales assistant. No wonder I h...

October 6, 2016

Content is king, right?

It is common thinking that content can keep you front and center in the minds of your prospects and clients alike, can provide you with credibility and recognition, and in the best of all worlds, even help you to win new business.

All of this is t...

October 3, 2016

Every champion of a product or service believes in their heart that their target is the CEO. They need to find a way into CEOs’ consciousness. That the illumination of their message will pierce the maelstrom like a lightning bolt and all, from there, will be smooth sai...

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