Posts

Build Trust In a Connected World

Building Trust in a Connected World Today I offered a client some communication advice. Using specific language that helps their prospect come to a “yes” or “no” decision faster. Shortening the sales cycle. Language that hasn’t changed in many, many years.  This article was sent to emphasize the points I made. Especially the part about the […]

What Has Happened, Will Happen – Tactics for Lead Generation

What Has Happened, Will Happen – Tactics for Lead Generation In our first episode, we went to the white board and put a frame around the challenge of complex lead generation for professional services. (“Complex Lead Generation – a Big List of Tactics“) In the second episode, we went into that frame and identified where […]

How We Generate Early Stage Leads in a Complex Sales Process

How We Generate Early Stage Leads in a Complex Sales Process In my last missive we ran through a high level Big List of Complex Lead Generation Tactics. Someone gave me the white board and the scribbles were flying. Heads nodded and understanding floated down. “I get it,” someone offered. “Now what?” Start with the […]

Helping Your Sales Team Qualify Prospects with the Budget Question

Helping Your Sales Team Qualify Prospects with the Budget Question “I’ve looked at things from both sides now. . .” There was an article in this past weekend’s Wall Street Journal that used Joni Mitchell’s “Both Sides Now” as a metaphor for life. It’s what comes to mind when describing my weeks as a purchaser of […]

LinkedIn, Sales Prospecting and Being Open to A Better Future

LinkedIn, Sales Prospecting and Being Open to a Better Future This week I was planning on covering two inter-related issues: loyalty to your providers and keeping up with changes in thinking that may help your business thrive in the future. It sat in my drafts for a few days and then I received a LinkedIn invitation […]

3 Chambers Pivot Customer Service Secrets

3 Chambers Pivot Customer Service Secrets At its core, there are 3 places you can look for new business: new customers, existing customers and inside your customer service efforts. While 2 and 3 sound alike, one is a sales driven effort and the other is a company mindset. I want to give you a peek […]

MintonDickes on the Power of Systems for Success

MintonDickes on the Power of Systems for Success (Bruce Dickes & Dennis Minton are Organizational Consultants. Enjoy the Monday Morning Minute.) If you can’t describe what you are doing as a process, you don’t know what you’re doing” – W. Edwards Deming  SYSTEMS – 7 STRATEGIES FOR SUCCESS

Minton Dickes: 7 Steps to Get to the Dominant Buying Motive

MintonDickes on Beginning With the End in Mind. (Bruce Dickes & Dennis Minton are Organizational Consultants. Enjoy the Monday Morning Minute.) “Wisdom is the reward you get for a lifetime of listening.” – Doug Larson  7 STEPS TO GET TO THE DOMINANT BUYING MOTIVE (DBM)

Sales and the Death of Marketing

Sales and the Death of Marketing Wistia had a great post from their “Relationship Whisperer” a few weeks ago. It’s titled “Sales, like rock ‘n’ roll, will never die“.

Privacy is the New User Experience Best Practice – Part Two (OPPA)

Privacy is the New User Best Practice – Part Two Check out California! Have you heard of the California Online Privacy Protection Act (COPPA)? It’s making the rounds! The legal counsel of two clients have asked for some clarification in the last few days. It’s hot.