by Janet Gregory | Sep 1, 2013 | Marketing
Looking for sales training? Here are some options. For individuals, there are great publicly available training programs that individuals can attend. For large companies, consider bringing the training in-house. For any size company, use a sales training...
by Mary Gospe | Aug 2, 2013 | Marketing
Infographics are visual summaries of complex data and are wildly popular all over the Internet. They make great marketing offers for buyers early in their sales cycle. They are fun and engaging. The science behind why they work is that people are visual learners, and...
by Janet Gregory | Jul 31, 2013 | Marketing
Dilemma: “How do I find out what the customer’s goals are? Do I simply ask them directly, what are your goals?” Solution: Do your homework first. So that when you are asking “what are your goals?” it is to confirm those goals that you have uncovered in your...
by Janet Gregory | Jul 24, 2013 | Marketing
Dilemma: “I don’t relate well with senior executives and get ‘pushed down’ to the project owners. Why is this happening?” Solution: Review last weeks blog for more on the executive conversation. You will get “pushed down” or “introduced up”...
by Janet Gregory | Jul 18, 2013 | Marketing
Dilemma: “What do I talk with executives about, if I don’t want to talk about products and solutions?” Solution: In any conversation, you will be directed to the people that you sound like. This is true both personally and professionally. As an example, think...
by Mike Gospe | Jul 2, 2013 | Marketing
There’s a lot of information on win/loss analysis available online. This blog post summarizes the “best of the best” advice available. Read on to see 5 questions you should consider before embarking on your own interview process and analysis....
