Sales and Marketing Alignment – The Results

Sales and Marketing Alignment – The Results

“I do believe the modern sales leader has to be a marketer.” – Matt Gorniak The last few articles in my blog have looked more closely into sales and marketing alignment, what it is, why it matters and how to get it. Today’s blog post is delving more deeper into your...
Customer Retention

Customer Retention

Research by Harvard Business Review shows that one year after being contacted for feedback, customers were how many times as likely to have opened new accounts? Twice as likely Three times as likely Four times as likely No difference Approaching customers for feedback...
Post call – value in documenting

Post call – value in documenting

One of these four statistics is false. Which one is it? Our brains can store the same amount of data as 4000 iPhones with 256GB storage. Walking through a door is likely to make you forget what you were supposed to do. We remember about a third of what we hear. Short...
Mindset and Cold Calling

Mindset and Cold Calling

One of these four statistics is false. Which one is it? Best days of the week to call prospects are Wednesday and Thursday. Almost six in 10 buyers want to discuss pricing on the first call. 54% of buyers want to see how the product works on the first call. Successful...