Imagine if you approached every cold call or sales conversation with a buyer as if they were a grandma - Guess what? Our buyers and clients deserve this. Read and see if you agree. Read Post

Organizations take products too seriously and sales are expected to flog them. They think products convey value and stress features, cool technology and price as the reasons why people should buy. The product-centric strategy is flawed Products don’t make companies or sales organizations great. In a marketplace where benchmarking and best practices are relied on ... Read Post

There is a beautiful classical piece of music—Moldau by Czech composer Bedrich Smetana—which describes a spring that begins in the mountains, becomes a brook, a stream, a creek, a river and then reaches the ocean. In the business world, we want a perfect, precise flow of data. It begins with one data point, and moving ... Read Post

It’s a digital world. Whether a company is B2C or B2B, marketing has moved into cyberspace. Why? Because even companies/businesses that are searching for products or services begin those searches online. And businesses that have already been customers want to be kept informed, educated, and coddled. But, this new age of digital marketing brings with ... Read Post

I usually start breathing fire on this topic, so buckle up. If this starts feeling a little too close to home, don’t get mad. Get better. Read Post

There are always two sides to a story, and today’s is about the worthiness of micromarketing. Some say it is a complete waste of time to make room for extra niceties while others applaud the effort. In the competitive sales environment, I found most salespeople focused only on the quick hit sales to ensure making ... Read Post

A million-dollar, one-person business is otherwise known as a micro-business that has one to nine employees. The number of these businesses has grown by 50%. They’re up from 3.5 million in 2000 to 5 million. This growth is remarkable in comparison to the decrease or fall of other types of businesses during this time. Many ... Read Post

“The more things change, the more they remain the same.” —Jean-Baptiste Alphonse Karr Our grandparents often told us that, back in their day, they knew how to get things done, and that today, with all our complexity and complication, we’re seriously lost. Well that might be true…but in the case of technology, sales automation will ... Read Post