Covering the Economic Buyer
What’s wrong with this scenario?: A hot lead comes in through your website. It’s assigned to a sales rep who follows up immediately. A meeting is scheduled, and after the …
What’s wrong with this scenario?: A hot lead comes in through your website. It’s assigned to a sales rep who follows up immediately. A meeting is scheduled, and after the …
There are two often overlooked sources of significant additional revenue. Both come from innovation. The first overlooked source of additional revenue is innovation that comes from your existing customers. Every …
Why have strategic accounts? To many, the immediate answer is “to generate more revenue!“ In their view, it’s a no brainer. If you manage strategic accounts effectively, you will generate …
Decades ago, psychotherapist Thom Hartmann proposed two mental models that described how people go about their work. The hunter mindset, based on nomadic societies, suffered from a short attention span …
6 Attributes of a Successful Key Account Manager Read More »
Do you wish your sales people spent more time with your more important accounts? Most sales leaders are realizing that time invested in certain accounts yields far better returns than …
When you invest money in a CRM, it’s important to make sure it fits in well with your business and customers so that your investment pays off. It’s easy to …
Make Your CRM Implementation as Successful as Possible! Read More »
Avoid the disappearing middle! Many companies today are falling victim to over-servicing wrong-fit customers. In this blog post I explain why it is so important to understand what kind of …