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  • Stop your churn and grow faster with a customer success mindset 19 Febbraio 2020
    Every year, businesses lose billions of dollars in sales due to bad customer service. In 2016, a survey from NewVoiceMedia quantified the amount of money lost that year by US businesses at roughly $62 billion.
  • Sell to prospects who WILL buy (Instead of those who 'should' buy) 16 Febbraio 2020
    Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches […]
  • Can purpose help you sell more in b2b? 12 Febbraio 2020
    In the retail world, talk of “purpose-driven organizations” is all the rage. Millennials and Gen-Z’ers, they say, care more about purpose than previous generations.
  • What Problem Is The Customer Trying To Solve? 9 Febbraio 2020
    Pause for a moment. Look at your qualified pipeline. Start at the bottom. Can you identify the problem the customer is trying to solve? Or the opportunity they are trying to address?
  • How to make sales investments add up to more 5 Febbraio 2020
    Dear Company Leader,I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets.Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain. You pour tons of investment into strategic consulting and big, fancy new initiatives, […]
  • The Most Successful Negotiation is The Negotiation That Isn't Needed 2 Febbraio 2020
    The last few years it seems that each time it snows, even a little, they cancel school.  Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling? 
  • How to harness cognitive bias to win more sales 29 Gennaio 2020
    “I like the sound of your solution, but I’ve already spent a lot of money with this vendor, so we’re going to keep trying to make it work.”“You seem to have built an impressive solution, but we really put a lot into our in-house solution, and even though it’s not working right now, we like […]
  • Four Reasons Your Sales Training Fails 26 Gennaio 2020
    Have you spent money on sales training without seeing rewards? Are its promises of increased revenue and the vision of stress-free management evaporating? Well, you are not alone. And here are four reasons why:
  • 6 sales tech stats from the latest SST report that may blow your mind 22 Gennaio 2020
    Smart Selling Tools (SST) released its 2019 sales technology benchmark survey recently*, with data comparisons against 2017. Much of the report validates what we already know about sales tech: That it continues to grow at a breath-taking rate. But the details of the report should give us all pause as we reflect on the future […]
  • Buying Patterns: what are they, and how to influence them 19 Gennaio 2020
    I coined the term Buying Patterns decades ago to explain the route people take to becoming buyers: Buying Patterns: the sequence of 13 steps people take between discovering a problem and choosing/buying a solution as they seek to resolve a problem in a way that minimizes disruption to their culture.

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