by Janet Gregory | Jun 24, 2013 | Marketing
Dilemma: “As I try to connect my sales solutions to customer goals, I get confused between what’s an initiative versus what’s a goal. What’s the difference?” Solution: Know the difference between initiatives and goals. Initiatives are specific projects or programs...
by Janet Gregory | Jun 17, 2013 | Marketing
Dilemma: “What’s more important in professional selling … is it my depth of knowledge about my solutions or is it how I communicate with my customers?” Solution: The simple answer is that it is BOTH. But, professional selling isn’t that simple. Your depth of knowledge...
by Janet Gregory | Jun 10, 2013 | Marketing
Dilemma: “I am finding it tough to drum up new business because my thoughts and energy are on those clients that I’m waiting to close.” Solution: There are several aspects to this dilemma. The first ones that come to mind are … portfolio and nurturing. ...
by kickstartall | Jun 1, 2013 | Marketing
A lot has been written about on-line collaboration and meeting tools….what works best for you? A few things to consider: What is your business profile? Do you work in a large, small or medium enterprise? Are you an independent consultant or remote worker? Do you need...
by Mary Gospe | May 29, 2013 | Marketing
According to Demand Gen Report’s 2013 Benchmark Survey, “One half of B2B marketers say their demand generation budgets will grow by more than 20% in 2013, and they will spend those dollars on social media as well as developing white papers, webinars and...
by kickstartall | May 29, 2013 | Marketing
by Mike Connor, Principal, Spice Catalyst The customer journey provides a powerful customer-focused framework for defining not only customer needs but also sales enablement requirements. The world of business-to-business marketing has put a tremendous emphasis on...
