In sales—especially in today’s ultra-competitive digital age—data accuracy is everything. On the plus side, just remember a time when a salesperson reached out to you, and you realized (perhaps with somewhat of a shock) that this person really understood you and your issues. On the negative side, just remember the last email you received, from ... Read Post

Imagine trying to start your car without the wires connecting the ignition to the battery and starter. It just wouldn’t work, would it? It’s the same with the revenue engine of your company. Sales, Marketing, and Customer Success are the three components of your revenue engine-starting system and Sales Engagement is the wire that connects ... Read Post

Salespeople are masters when it comes to words and so are authors. Though the two might seem miles apart in their industries, there’s plenty that sales reps can learn from authors – from saying more with less to being able to edit their work to achieve the best end result. Say more with less to ... Read Post

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