My definition: a prospect is an individual who has (according to a predefined set of criteria) exhibited the potential to benefit from a product or service offered by an organization. The challenge is to turn the potential to deliver an economic benefit to the organization into a reality. How do you do it? First let’s ... Read Post

It’s a pair of classic scenes from The Wolf of Wall Street. Former stockbroker Jordan Belfort, played exceedingly well by Leonardo DiCaprio, challenges top sales executives to sell him the pen he has just extracted from his pocket. On the surface, it appears to be a major challenge for any sales professional, the kind of ... Read Post

An age-old business maxim is to “know your customer,” but today’s customer experience professional must turn to big data and analytics to fill in the gaps. Read Post

In my first sales job, I had a very tough product to sell: advertising for the worst TV station in our market. In order to earn our customers and deliver actual value for them, we had to hustle in a major way and get mega creative. Media buyers didn’t readily see the upside of placing ... Read Post

Clearly the traditional view of Marketing–simply being a lead generation engine, focused at the top of funnel–no longer holds true. Marketing has a rapidly evolving role that takes it much deeper into the buying process than ever before. Neil Rackham defines it like this: “The role of marketing in the consultative problem-solving sales is around ... Read Post

In the world of customer support, skills matter – and, for the most part, these skills will go largely unnoticed by customers, of course, unless they are absent. That is to say, a customer is more likely to notice poor customer service skills before they recognize someone for their superior skills. But, regardless, it should ... Read Post

What kind of people do you really need on your sales force? Let’s continue in our current series of lessons, and have a look back at the composition of the Continental Army fighting for American Independence, and the British army at the time. I pointed out at the end of my last post that what ... Read Post

The urgent importance of the elusive C-suite executive is a pervasive misconception that leads to wasted time, effort and money. Read Post