Nosebleed stakes In sales it’s win, lose, or draw. There are no other options. The stakes could not be higher. Here’s how marketing can help turn the odds in your favor. Insider information Winning the sale has less to do with selling and much more to do with...

27 February, 2019

While conducting Net Promoter Score (NPS) research for a b2b technology client we asked the president of an operating division of a large multinational the following, “you gave our client the highest NPS score, what is the greatest benefit you get from them?” The answer,...

14 March, 2017

Come, take a walk with me and let’s talk about sales. In fact, I’d like us to put on our prospect hats because the experience is unique. It’s really important to our discussion....

18 March, 2015

I’m a student of customer relationships and I’ve learned three important things. First, I’ve learned that the foundation of any long-lasting customer relationship comes down to two words: trust and respect. I’ve got to feel the love, that you’ve got my back. There’s plenty of other...

28 February, 2015