The Experience Factor in Sales

I believe that creating experiences that knock buyer’s socks off, at every touch point in the buying and customer lifecycle, is how you win! Let me clarify what I mean by “experience”. I mean the positive or negative reaction at every interaction in the process of...

Is The Buyer 2.0 Myth Making Salespeople Lazy?

This might be the Information Age, but there’s plenty of misinformation floating around the digital world. Wake-up call: You’re in the wrong job if you believe everything you read about lead generation techniques. The biggest myth is that 57 percent of the...

A Super-Secret Tip to Attract Executives

Do you know what the key executives in your largest accounts care about: Results, market/industry trends, risk? If you want to access them, then one thing is clear, it’s critical to know the answer to the question and even more important to have a strategy to...