To win at the complex sale, one must be a storyteller, master tactician, strategist, cajoler, evaluator, philosopher, psychologist, bean counter, techno-geek – and have an innate understanding of the B2B Goldilocks Universe.
Agile Results delivers know-what, know-why and know-how for anyone who understands the value of momentum in making your moments count. Agile Results is a simple system for getting meaningful results.
If you ever find yourself dealing with a person who doesn’t know what they’re talking about, try this…
Another customer walks out of the door or hangs up the phone vowing never to return to your place of business again. What’s the big deal? You can’t please everyone, right? There’s more where they came from, right?
The right FIVE words are more powerful than five thousand. It’s more important than ever to tell your story—you just have to say it in a couple sentences or less. An interview by Nettie Hartsock with Bill Schley, author of “Why Johnny Can’t Brand” and “Micro-Script Rules”
Social networks are re-writing the rules of what best practices in marketing are. Listening is in, shouting is out. Targeting is in; carpet bombing via e-mail is out. Responsiveness is the new black and trust is the new currency.
As a career counselor, I learned early on that the presenting problem might be masking the real issue and what a client doesn’t tell you may actually be key to getting “unstuck.”
Leaders deal in ideas. They also deal in ideals. The more relevant and significant the ideas may be, the greater and the more substantial are the opportunities and the challenges and the need for leaders to create the ideals only once merely imagined.
Featured interview with David Meerman Scott, bestselling author of, “The New Rules of Marketing and PR: How to Use Social Media, Blogs, News Releases, Online Video, and Viral Marketing to Reach Buyers Directly.”
All decision making processes are both rational and emotional. These two processes are sometimes hard to separate but they are both at work, especially in complex sales cycle.
You can find top-performing sales teams in every industry. And just as many, if not more, that are so dysfunctional, their results hinge largely on lucky breaks. What separates the two? Here are three keys to optimizing your company’s sales function.
For a fighter pilot in combat, speed is everything. It improves maneuverability, allows faster target engagement, and it can be ‘converted’ to a higher altitude for better situational awareness of the battlefield. By combat-decorated fighter pilot and best-selling author Waldo Waldman.
Employees in even the most menial jobs will help their managers look good and succeed – if only the manager will give them the opportunity and appreciate their integrity.
Unmotivated employees have rightly been called “the black holes of the business universe.” Fortunately, motivation is not something a person is born with or without. Applying these Ten Commandments can go a long way to helping existing employees find their motivation.
The perfect order isn’t just for supply chains anymore. When one considers the impact it has on customer expectations and as a barometer of how well a company is fulfilling those expectations, it forces the issue of how demand-driven a supply chain really is.
