Browsing Category : Sales Execution

Can Millennials Social Sell or Just Socialize?


Millennials have been a tremendous addition to the workplace. They know how to aggressively multi-task. Technology is a snap for them. They’re all about self-service and can find the answer to many questions without interacting with a human because their internet skills are so on point. When they do interact, it’s with their social network which is as responsive as…

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What does CX have to do with Sales


About a month ago, I had an opportunity to do a #Twitter #Chat with Jordan Barta (@jordan57) from #saleshacker.  Sales Hacker (https://www.saleshacker.com) is an organization that provides value and content to sales professional.  You may ask yourself, so what does customer experience have to do with sales?  Have a read of my responses to the questions: I define #CX as…

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Why Customer Experience Is Your Key To SMASHING Sales Targets


A few weeks ago I had a great converstaion with Will Barron about how Customer Experience is so important to sales people and organizations!  Will has a great way about his show and interviews, I highly recommend that you subscribe to his podcast. Click below to listen to the entire podcast! http://bit.ly/WBPC240 How do you believe that Customer Experience is…

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Collaboration is Customer Experience


Recently I had a conversation with friends in Atlanta, Duane Cummings and Alan Schaefer about Collaboration and whether collaboration is innate or can be learned. Alan mentioned, “Think about what a detective would say to you during an interrogation….”So, you realize it’s in all of our best interests to cooperate.” Which is not usually the case. Notice how they don’t…

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Where does Customer eXperience begin?


I’ve been thinking about this question for some time – are we missing the boat when it comes to  where customer experience begins? During a recent post Andy Taylor, a friend and thought leader in sales enablement, and I we’re having a conversation on LinkedIn where he identified the importance of defining your ideal customer profile (ICP).  At that moment,…

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Management, Will, or Laziness??


Last week I wrote a blog around disqualifications of opportunities within your sales pipeline. Thank you for all of the great comments which sparked conversations and another blog post.  One of the conversations I wanted to address in this week’s blog was the concept of sales execution failure – is it management challenges, individual will, or pure laziness?  The conversation…

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