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You’re already familiar with the benefits of personalized communication for your brand. Customers are good at detecting mass-marketing campaigns which makes them ineffective, at least for the majority of businesses. If you’re looking for a response from a customer, you’re better off tailoring your marketing content to more specific segments. The best strategy to personalize ...

As we close out 2018, let’s take a look at the path ahead for salespeople. I’ll knock some earlier predictions on their head, and make some of my own—and point out the challenges that sales must overcome if they’re to succeed in the coming year. Sales Job Predictions There have been some dire predictions in ...

Come January 2, you might notice a huge drop in profits. Smaller businesses in particular have a tendency to suffer losses in the first month of the year because of slow sales. If this sounds like what you’re expecting to happen the day after New Year’s, then start preparing your online business today so you’ll ...

We know all about value propositions, don’t we? Or do we? The term, “Proposition” is defined in the dictionary as “a statement that expresses a judgment or opinion” or a “scheme or plan of action”. Very interesting. While delivering subject matter expertise in enterprise selling is important, most would agree that listening is even more ...

Let’s be honest, there is a huge limitation with traditional CRM systems where the type of data and how it is displayed is often predetermined by the system or by an all powerful administrator. This often leaves users frustrated and not seeing the value of the system because it seems like you are working for ...

As you move towards finishing the year strong and planning for 2019, as a sales leader your focus naturally turns to next year’s budgets, goals, and pipeline. Looking at your pipeline and associated forecast, you may be initially comforted to see that you have a sufficient quantity of opportunities and appropriate deal sizes in there ...

We all know that changes in life are inevitable. But change is not always perfect, and sometimes there are important things lost when we make a change. I’d like to tell you about something we did lose as a result of a change, and lessons we can all learn from it when you read… “If ...

Communication has a very interesting history. When laid out in four separate dimensions, as I will do here, it can be seen how radically mobile communications has affected our civilization. First Dimension: Ancient Trade If we go back to the beginning of mankind’s history, people were nomads. Then some stopped moving about and put down ...