Are you creating an innovative customer retention strategy for what is new and next? (And nowhere near to whatever has been normal.) Consider that retaining yesterday’s clients just may not be the primary focus of this strategy, either. Because the clients who helped you get to where you were yesterday may not have the capacity… [Continue Reading]
Retaining Clients leverages an Innovative Customer Retention Strategy
Why avoiding Story Context derails Sales Decision Making
Story context is a critical element to creating compelling stories. Stories which convince people to buy whatever it is you sell – and buy more than once from you. And, stories which inspire people, like you, to move one millimeter beyond legacy mindset, habits and behaviors. You know the saying: “The devil’s in the details”?… [Continue Reading]
Overcome Demo Mindset with Sales Engineering and Sales Operations Insights
A demo mindset becomes a game changer. The outcomes either take your team closer towards being short-listed as a contract winner or eliminated as a contender. Timing and insight are everything. As a sales engineer or sales operations professional, you have a critical role to play in helping the sales organization deploy the demo appropriately…. [Continue Reading]
Why Order Taker Mindset will become IIoT Business Extinct
Order taker mindset will go the way of the dinosaurs. For starters, order takers have difficulty adapting to the challenges presented to them, courtesy of the Internet of Things (IoT) business ecosystem. Changing order taker mindset assaults ingrained professional habits developed within legacy business models. Are you an order taker or an innovator? Consider whether… [Continue Reading]
Sales Engineering Collaboration is Frustrating!
Sales engineering collaboration sometimes seems like herding cats who reside on different continents. You cajole, compensate, threaten and throw your hands up in the air trying to get sales teams to collaborate productively and profitably with engineering teams. It’s a matter of how these professionals problem-solve. It’s a matter of how these professionals communicate. It’s… [Continue Reading]
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