Pipeliner
APRIL 12, 2024
Andy shared a case study of a process-oriented company. ” These tools help manage uncertainty and qualify opportunities. I shared a revelation about being easy to do business with. We discussed how strong corporate culture might create distrust. Their staffing structure hindered business development.
Partners in Excellence
MARCH 8, 2024
And to think we would find such an opportunity in, of all places, selling? Then came the day of my first “sales” opportunity. After the obligatory business card exchange and coffee cups, the client focused on me and asked “Tell me, Mr. Green; what experience do you have in doing marketing studies for XYZ [their niche industry]?”
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Alice Heiman
MARCH 12, 2024
In the engaging world of social media, CEOs find themselves at a crossroads between opportunity and caution. Whether it’s championing STEM programs or highlighting community involvement, CEOs have the opportunity to use social media as a platform for sharing what they and their companies stand for.
Alice Heiman
FEBRUARY 13, 2024
One of the most striking revelations from Harris was the absence of a demand generation and marketing strategy within Challenger. Andee Harris’s CEO journey, is a compelling case study on leading with resilience, innovation, and an unwavering focus on customer needs.
Partners in Excellence
DECEMBER 19, 2022
Sometimes, I look at the stuff that’s inflicted on all of us in the name of prospecting, opportunity development, and so forth, and I tend to be pretty pessimistic. 1000 scholarships are provided to women studying selling. Regular readers know that I tend to write and talk a lot about the future of selling.
Igniting Sales Transformation
DECEMBER 1, 2019
An opportunity to review what worked and what didn’t in the prior year while also creating the positive momentum needed to achieve sales goals for the year ahead. Studies suggest that the average per head cost is between $1,500-$3,000. The surprising thing is that this is NOT a new revelation. But let’s get real.
HeavyHitter Sales
AUGUST 2, 2013
Sales Linguistics is the study of how customers and salespeople use language during the complex decision-making process. Over one hundred study participants were separated into three equal groups and six items were presented to them. Take the Visual Test.
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