Sales
Getting More At-Bats: The New Way To More Buyer’s Short Lists
Today as the Arkansas Razorbacks get ready to play in the College World Series there is one thing I know for sure: the more at bats they…
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Find ideas to align your marketing and sales enablement to grow your revenue.
Sales
Selling Technology That Requires Change? Two Overlooked Essentials You Need To Consider
What do you sell? Every business owner, sales rep, and marketing professional needs to ask this question on a regular basis. The answer t…
Marketing
Be Wary of Misleading Stats on Email Marketing
At a recent industry trade show, I saw some ridiculous statistics about the effectiveness of email marketing. Yes, email can be highly ef…
Marketing
The New Way to Win More Deals: Sales and Marketing as Co-Creators of Value
Why do sales people win? Until recently, the primary points of differentiation for companies have been based on two factors: We provide g…
Sales
Credibility: Building Your Critical Sales Success Factor
Do you want net-new business? Your buyers must see you and your company as credible. When asked what behaviors a seller could exhibit tha…
Marketing
Does Your Dealership Resonate With Buyers?
As competitive dealer principals, sales leaders, and sales reps, we all want to win. But in our highly commoditized industry it can be ha…
Marketing
Why Your Website and Sales Collateral Fall Flat
Are you frustrated that you’re not getting more from your website? After all, everyone keeps quoting the stats that 94% of B2B buyers beg…
Marketing
Will Content Marketing Be Around in 20 Years?
Hang around with me for any amount of time and you’ll hear about Buyer 2.0 and how buyers are on average 71% of the way through their buy…
Marketing
Why Search Engine Placement is Important For Your Business–And How To Get Top Rankings
Current research shows that 93% of B2B technology buyers look to Google as their first source of information. Given that reality, busines…
Marketing
What Younger Customers Want From a Service Provider
The older I get, the faster time slips by. Sometimes I wake up and realize things have changed. That’s how I felt when I read that the av…
Sales
What Service Departments Can Learn From Taxis and Uber
On my way to and from the airport to speak to a group of CDA service managers in Austin, TX, I was forced to take a regular taxi since Ub…
Marketing
The Average Age of a Network Administrator is 36-What This Means For Your Copier Dealership
In doing research for a presentation I’m doing for a Copier Dealer Association’s service manager’s meeting, I discovered a statistic that…