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Brian Carroll | Connecting to What The Customer Cares About
…thing. So let’s start out with what is empathetic marketing? Is that what you’re calling it? Brian Carroll: Yeah, yeah. Michael Webb: What is that, empathy-based. Brian Carroll: So, why it matters. I always start…
Bill Bentley | Finding the Tipping Point
…show? Bill Bentley: Sure. I’d be glad to, this was fun. Michael Webb: Well thank you very much. And until next time, take care. Bill Bentley: Thanks Mike, talk to you later. Bye. Bye. …
Parameters of Operational Excellence (or How to Manage Sales and Marketing)
…this disease. Some are just looking for information, while others want to take action ASAP. For them, a pop-up appears; “If you’re looking for a fight, you’ve come to the right place. Call 800-615-3055.” If…
Adrian Figueroa | A Foundation for Excellence
…that I have, along with my wife called IMPROVitup.com, it’s connect@improvitup.com. That’s I-M-P-R-O-V-I-T-U-P.com. Michael Webb: Okay. That is a consultancy about using the principles of improvisation, right? Adrian Figueroa: Right, yeah. Michael Webb: For business?…
Don Carli: Lessons from Listening to Your Customers
…N-I-M-A-H-U-N-T-E-R.com. Michael Webb: And Carli is C-A-R-L-I Don Carli: C-A-R-L-I, correct, and my Twitter handle is dcarli, D-C-A-R-L-I, that’s always easy. So they can go to the website. There is a form they can fill…
Is It time to Apply VOC to your Sales and Marketing Processes?
…effective sales process has a lot of similarities to an effective VOC initiative. (See my article, “Customer Value Mapping, A Key to Making Sales Easier (https://salesperformance.com/sales-process-basics/customer-value-mapping) (Note you may have to join or log into…
Todd Youngblood | The Golf Proβs Secret for Better Sales
…team of the client’s company. Michael Webb: Especially for high-end products. Absolutely. Yes. Todd Youngblood: And there ought to be … well, for high-end. If you don’t do it with high-end products, you’re sunk. I…
Greg Helfrich | Building the Sales Process Into the Company, Rather than the Salesperson
…And more Listen now… Mentioned in This Episode: www.elrus.com https://www.linkedin.com/in/greg-helfrich-71921b4/ The link to the charts Greg described is at the bottom of the page. Episode Transcript: Michael Webb: Some people talk about selling to senior-level…
SPIF Tip # 50: How to Avoid the Four Most Common Problems of Sales and Marketing Management
…page of this whitepaper provides some proof of this. 2 According to Google and the CEB, most customers are delaying interactions with B2B salespeople until more than half of the decision-making process is completed. http://www.executiveboard.com/exbd-resources/content/digital-evolution/pdf/Digital-Evolution-in-B2B-Marketing.pdf…
Dave DeSantis | Negotiating From Both Sides of the Table
…They practice the so-called win-win strategy, and we come right up and say, “That’s not what we do.” And they may ask, “Well, what do you mean, you don’t do win-win? That’s good for everybody,”…
