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 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 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...
