SBI Growth

OCTOBER 6, 2012

For an emerging brand, marketers must provide air cover for sales reps to gain traction. During Greg’s tenure, the brand ‘Yellow Freight’ went from the unpleasant designation by Fortune Magazine as the worst of five national trucking firms in the LTL industry in 1996, to #1 in the industry by 2001. Establish Trust.

B2B 306

B2B SAP Customer Transportation 306

Insight Demand

MARCH 31, 2017

[ii] Despite widespread agreement amongst neuroscientists that our conscious rational mind plays a minor role in decision making, why do our sales messages to buyers focus almost exclusively on facts and figures? These positive/negative emotions are then transported to your conscious mind well in advance of a conscious decision.

Transportation 20

Transportation Study Journal System 20

Insight Demand

MAY 12, 2014

Thus, a salesperson can share a story with a customer, and due to the transportation effect of story, it feels real. For more information on how to wrap your sales insights up in a customer scenario, please refer to my new book Insight Selling- Sell value & differentiate your product with Insight Scenarios.

How To 20

How To Transportation Travel Pipeline 20

SBI Growth

NOVEMBER 24, 2013

One of the most difficult responsibilities for a B2B marketer is sales enablement. What makes it difficult is the lack of adoption and rejection by sales. The sales field is often critical of any marketing effort. Even when you do everything sales asks for it’s never enough, never right, or simply forgotten.

Marketing 316

Marketing Decision Maker Sales Enablement Transportation 316

The ROI Guy

DECEMBER 14, 2005

For first world countries, the lower needs are viewed as commonplace commodities, while the focus moves towards meeting higher end needs of home, transportation, careers, vacations, hobbies and spiritual fulfillment. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Let the Good Times Roll?

ROI 40

ROI Outsourcing Services Lead Rank Social Media 40