Are You Expecting Too Much?

Great expectations lead to great sales outcomes.Sage advice from a sales VP I used to work under: “Joanne, never leave a meeting without giving your buyer a task. That’s the best test for whether the person is serious about moving forward.”His words of wisdom have...

Buyer 2.0 Wants It All—Right Now

Are you living up to your customers’ expectations?Technology might make us faster, better, and stronger. But it has also made our customers much less patient.Buyer 2.0 expects us to move quickly—to deliver solutions and results almost immediately. To some degree,...

Why Your Video Doesn’t Work for Me

The key to thought leadership is having something for everyone. Thought leadership is all the rage today. Delivering value to our customers means educating and informing them—which means we must remember what school teachers have always known: Everyone learns...

Forget B2C or B2B—Focus on H2H Instead

Your business might be complicated, but your customer isn’t.Whether your customers are individuals or enterprises, and whether they buy online or offline, you’re still selling to human beings. So no matter what or how you sell, there’s a direct correlation between...
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