On the Nimble blog: Hunting Whales with Nimble. How I use Nimble to go from CRM to DEALS. Find out more here: http://www.nimble.com/blog/whale-hunting-with-nimble/ Photo…
I'm happy to recommend a new book by my friend and colleague Nancy Bleeke--all about how to have "collaborative conversations" with your prospective customers. As…
Everyone's heard of a "niche" market as one way to differentiate your company from others. Perhaps you sell business-to-business, and you sell only to schools,…
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures. Nevertheless, these clients do…
Occasionally my sales fantasies turn into realities. When it happens, it’s so easy to be seduced by this low-hanging fruit. Outwardly, I try to appear…
If your perspective is outbound on the customer, you need to change your viewpoint. See and understand the world from the client’s perspective, internalize what…