Sales Differentiation: The Not-So-Obvious Fourth Pillar
How do you win in a space where 56+ companies claim to have the same technology you do? Every company is looking for ways to differentiate. But there’s a not-so-obvious place to look… Every article I read on sales differentiation focuses on three categories with which...
Aha! The Key To Maximizing Customer Retention!
It’s one thing to focus on transparency as it relates to customer “acquisition”, but what’s its impact on customer “retention”? From the recent research I’ve been digging into…EVERYTHING! To start, which trait of a...
Transparency: Why wouldn’t you?
You know what I’ve NEVER heard? Someone telling me a story that starts with this: “I led the conversation by letting the prospect know where we might not be a good fit – and where our solution doesn’t quite meet their requirements.” And ends with: “This really...
#FindDigger – How NOT To Handle A Business Mistake
Five years ago today, the unthinkable happened to us, a dog family. It was the start of an insane nightmare. Before I tell the story, let me start with the end… If you are in business, you will screw up. You will make mistakes. You will upset customers. Winners own...