Getting More At-Bats: The New Way To More Buyer’s Short Lists
Today as the Arkansas Razorbacks get ready to play in the College World Series there is one thing I know for sure: the more at bats they get, the higher chan…
read moreSelling Technology That Requires Change? Two Overlooked Essentials You Need To Consider
What do you sell? Every business owner, sales rep, and marketing professional needs to ask this question on a regular basis. The answer to this question is t…
read moreBe Wary of Misleading Stats on Email Marketing
At a recent industry trade show, I saw some ridiculous statistics about the effectiveness of email marketing. Yes, email can be highly effective. However, do…
read moreThe New Way to Win More Deals: Sales and Marketing as Co-Creators of Value
Why do sales people win? Until recently, the primary points of differentiation for companies have been based on two factors: We provide great products We bac…
read moreCredibility: Building Your Critical Sales Success Factor
Do you want net-new business? Your buyers must see you and your company as credible. When asked what behaviors a seller could exhibit that would increase the…
read moreDoes Your Dealership Resonate With Buyers?
As competitive dealer principals, sales leaders, and sales reps, we all want to win. But in our highly commoditized industry it can be hard for buyers to dif…
read moreWhy Your Website and Sales Collateral Fall Flat
Are you frustrated that you’re not getting more from your website? After all, everyone keeps quoting the stats that 94% of B2B buyers begin their journey onl…
read moreWill Content Marketing Be Around in 20 Years?
Hang around with me for any amount of time and you’ll hear about Buyer 2.0 and how buyers are on average 71% of the way through their buying process before c…
read moreWhy Search Engine Placement is Important For Your Business–And How To Get Top Rankings
Current research shows that 93% of B2B technology buyers look to Google as their first source of information. Given that reality, business owners that want t…
read moreWhat Younger Customers Want From a Service Provider
The older I get, the faster time slips by. Sometimes I wake up and realize things have changed. That’s how I felt when I read that the average age of a netwo…
read moreWhat Service Departments Can Learn From Taxis and Uber
On my way to and from the airport to speak to a group of CDA service managers in Austin, TX, I was forced to take a regular taxi since Uber and Lyft are not…
read moreThe Average Age of a Network Administrator is 36-What This Means For Your Copier Dealership
In doing research for a presentation I’m doing for a Copier Dealer Association’s service manager’s meeting, I discovered a statistic that should make all of…
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