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How Sales Hustle and Automation Can Hurt Customer Experience

To drive growth, the mandate for sales organizations is to make more calls, send more cold emails. Sales reps are hustling and using automated tools to move faster. But sales hustle and automation have a downside: they can hurt customer experience. Here’s what I mean: B2B companies are now hiring more people to do this. […]

New Research: Customer Empathy and How to Solve Buying Problems

Are you applying empathy as part of your sales and marketing approach? Why? Because according to Brent Adamson, “empathy” is the one word that matters most to sales [and marketing] success. It’s tough to buy. B2B customers are overwhelmed with too much information, too many choices, trying to getting their colleagues to agree, not to […]

Gartner Research: Boost Your Growth From Existing Customers

Learn how boost customer revenue via cross-selling and organic account growth in this in-depth interview with Brent Adamson, co-author of Challenger Sale

10 most popular B2B Lead Generation Posts

10 Most Popular B2B Lead Generation Blog Posts of 2017

Do you feel excited about your 2018 plan? I hope so. If not, you’re not alone. Why? Because dealing with change, staying motivated, and building momentum is hard. That’s why business plans often change February 1st (just like personal goals). To help, I’ve compiled a list of the Top 10 most useful (and favorite) posts on […]

Insights Into the World of Content Marketing

Last week Content Marketing Institute and MarketingProfs released their annual B2B Content Marketing Study that dives into the practices and habits of B2B content marketers in North America.Content marketing is a key component for any customer experience strategy and while the overwhelming majority of B2B organizations are producing content, the study shows that successful execution may still be elusive.In looking at this year’s study there are some thoughts and musings I have listed below.

Getting Sales Enablement Right to Increase Results

Find out how to get sales enablement and inside sales right and what can be done to raise sales team performance with actionable advice

How Customer-Hero Stories Help You Connect Better

Do you focus on capturing product stories or customer-hero stories? The answer can make a huge difference in your sales and marketing results. Let me explain. Despite all the time, money, resources spent on improving sales productivity, just 13% of sales people produce 87% of revenue in a typical organization according to the Sales Benchmark Index. […]

4 Ways you can humanize marketing to get better results now

Learn how to humanize your B2B marketing automation to get better results and also 4 ideas to be more human in your marketing approach today

How Empathy Will Grow Your Sales and Marketing Pipeline

Are you using empathy in your marketing? Why? Because marketing isn’t something you do to people; it’s something you do with people. You might be wondering: why am I saying this? The problem with modern sales and marketing A problem with I see with marketing (and sales) is this: we get clinical and treat our […]

Podcasts vs. Webinars which is better?

An interesting conversation started on podcasts vs. webinars at the Church of the Customer Blog. Jackie Huba argues that companies should dump their webinars in favor of videocasts and podcasts. She writes, “the self-serve nature of mobile media means people can listen to podcasts/videocasts when and where they want, not tied to a computer at […]

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