Category

Sales

How Not to be a Sales Pest

By | Marketing, Sales | No Comments

A friend of mine who works at an enterprise software company told me he doesn’t have to make a single cold-call or spend time following-up on stagnant deals. His marketing department sends nurturing emails in his name. The customer receives a value-packed email from their sales rep every week.

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Level the Field, Win the Deal

By | Sales, Thought Leadership | No Comments

I’m seeing companies failing to position themselves as thought leaders on the issues that matter most to their potential clients. This is a huge missed opportunity — an opportunity to win big in today’s contested markets. And one more thing: the investment necessary to do so is minor relative to the possible payoffs.

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