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It’s OK to Look Forward
The current environment is one of the most difficult many of us will be called on to lead in our ...
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WINNING RFPS: 9 Drivers of Success for Your RFP Responses
Most companies like yours dread when their prospects, or even worse their existing customers, issue a Request for Proposal (RFP) ...
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WINNING RFPS: Covering the Core Elements
START HERE Core Elements: If your win rate or invitation to finalist meetings is below 15%, then you should probably ...
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WINNING RFPS: Bringing Your RFP Responses to Life
THEN TAKE A LOOK AT THIS Bring it to Life: If your getting a few hits, but are being told ...
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WINNING RFPS: Standing Out from Competitors
FINALLY Standing Out: And if you want to be a notch above your competitors, focus on: Visualization: Most responses incorporate ...
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OmniChannel
Nailing the Omni-Channel Experience in Complex Sales Environments
“Customers don’t think in channels, but businesses do.” – Thunderhead Since the Internet became a thing, it has been the ...
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Reporting Facts vs. Finding Insights
In today’s world, data is everywhere. Most likely, part of your job is to report on that data. Your boss ...
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Avoiding Audience Message Overload
Avoiding Audience Message Overload Trader Joe’s is wildly popular among consumers. And one of the reasons for its popularity is ...
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Next-Generation Sales Enablement
Enabling Customers To Make Smart Decisions: Next-Generation Sales Enablement Buyers today have more information at their fingertips than ever before ...
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Growing and keeping your school family
Keeping Your Brand Consistent Across Communications By all measures, your college or university is a great institution. And you have ...
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It’s Not about YOU
In an RFP response, the client comes first. Let’s talk about why we’re so awesome at what we do. First, ...
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Five Must-Haves to Help Your Next Executive Presentation Shine
“True genius is making it as simple as possible… and no simpler” – Albert Einstein When did business presentations become ...
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Show Don’t Tell.
Your September Advice: It Could Make the Difference Between Winning and Losing Your Next RFP Have you ever been disappointed ...
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Packing Parachutes for Go-To-Market Sales Success
As trends continue to emerge linking smart data with smart people, we are more connected to – and by – ...
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Who Is Branding You?
Whether your organization spends millions on branding, or the concept of branding almost never crosses your mind, your organization has ...
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“I Will Make Fewer Bad Sales Hiring Decisions This Year”
SalesAdvantage Mantra #1 Hiring, cultivating and retaining top sales talent is essential to any B2B-oriented company’s overall health and success ...
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Stop Competing On Price
5 ways to rise above commoditization. Obviously, price plays an important role in how current and potential clients or customers ...
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5 Sales & Marketing Principles to Overcome Market Challenges
Your marketing team is generating awareness and interest in your product or service, up to the point where sales enters ...
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The Digital Salesforce
Is it Time to Supplement your CRM? We’ve all heard the hype about Customer Relationship Management (CRM) systems and what ...
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Digital Recruiter is THE Tool
It’s a feeling. The vibe. The atmosphere. The sense of opportunity—of what could be. It’s a vision of their dreams ...
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7 Reasons To Use A Mobile Sales Kit
By equipping your salespeople with a tablet-optimized sales kit, fully loaded with presentations, calculators, and videos, you and your sales ...
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The Power of Empathy
If you want to get someone to do something, you have to first get them to think it’s a good ...
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Succeeding in B2B Relationship-Selling Without Sacrificing Your Brand (or Yourself)
You’ve built a great product or service with a compelling value proposition, a brilliant go-to-market strategy and a ready-and-willing frontline ...
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Attention Sales Managers : You Don’t Have to be an Expert to Coach your Team
Tiger Woods has a coach.  Michael Jordan routinely lists coaches Dean Smith and Phil Jackson as two of the most ...
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Weaponizing your Customer Experience Strategy Part III: Coaches are the Critical Link
“Coaching is unlocking a person’s potential…it is helping them to learn rather than teaching them.”  – Timothy Gallwey By now you’ve spent ...
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The Blame Game: Why United Airlines Became the Scapegoat
I typically don’t find myself engulfed in social media hysterics, but I keep getting sucked into this recent United Airlines ...
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Make it easier for salespeople to sell your stuff
Some products sell themselves – toothpaste, socks, laundry detergent, dog food, etc. Other things often require some effort and involve ...
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Branding something with no visible brand
When we think of branding, we often think of things like the Nike swoosh on the side of a shoe, ...
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Weaponizing your Customer Experience Strategy for the Frontlines: Part I: BEHAVIORS
Brand perception and loyalty can live or die on the frontlines – just ask any industry in question for its ...
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Are you continuing to sell your brand after you’ve sold your product?
So, you’re planning to make a purchase. You conduct some research online, mull it over with a couple of trusted ...
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3 Digital Tools to Revive Your Agent Relationships
Independent insurance agents want a lot from insurance carriers. And why shouldn’t they? In the fast-paced world of shopping online ...
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From Many Strong Personalities, One Brand
Often times, the brand of a professional service firm is described as the professional reputation of that firm. And, that ...
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Your Brand is Everything
Every aspect of your organization helps create your brand, and your brand is the one factor that can take the ...
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How to Get Scratched Off My Daughter’s College Short List
This year, our spring break did not include a beach. Instead, it included seven different college campuses. Our oldest is ...
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Health Check: Do Your Customers Trust You?
What a nightmare trip to the doctor’s office taught me about “trust” and what your frontline can do to salvage ...
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4 Steps to Flawless Customer Experiences
We’ve all had our fair share of customer service trials and tribulations. Maybe you couldn’t purchase something because a website ...
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Do you know who you’re talking to?
Do you know who you’re talking to? Good marketers at most companies know that the content and assets used by the “frontline” ...
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Part 2 – Intertia is not a strategy
“The less there is to justify a traditional custom, the harder it is to get rid of it”  — Mark Twain, ...
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Sales Force Competence Directly Impacts Customer Confidence
Who are your salespeople?  Do you know their names? Their background or previous experience? What about their expertise? Does your ...
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What’s Your Desired Reaction?
Every organization wants or needs somebody to do something, and this something is that organization’s desired reaction. Desired reactions can ...
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How to destroy 5 years of brand equity in less than 72 hours
About 5 years ago, I became fed up with trudging into my local corporate-owned mobile carrier store to purchase or ...
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All Customers Are People
For brands that sell consumer products, the statement of “All customers are people” is simply a reminder to keep a ...
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What Gets Measured Gets Mismanaged
“A call center may boast high productivity and low costs per call, but that’s irrelevant if most of its activity ...
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This Call May Be Monitored For No Apparent Reason
“Not everything that can be counted counts, and not everything that counts can be counted.” – Albert Einstein Most call ...
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6 Keys to Sales Enablement Done Right
“Every year we make significant investments in TV spots, sales leads, marketing materials, new technology… yet we can’t seem to ...
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The Quality Revolution: Five Keys to Transforming Your Quality Program Key #5: Certification & Continuous Improvement
A Quality Revolution has been emerging in the last two years, transforming underleveraged and underperforming Quality & Call Monitoring Programs ...
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The Quality Revolution: Five Keys to Transforming Your Quality Program Key #4: Foster the Human Connection
A Quality Revolution has been emerging in the last two years, transforming underleveraged and underperforming Quality & Call Monitoring Programs ...
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The Quality Revolution: Five Keys to Transforming Your Quality Program Key #3: Automate Calibration
A Quality Revolution has been emerging in the last two years, transforming underleveraged and underperforming Quality & Call Monitoring Programs ...
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The Quality Revolution: Five Keys to Transforming Your Quality Program Key #2: Correlate and Measure ‘Predictiveness’
A Quality Revolution has been emerging in the last two years, transforming underleveraged and underperforming Quality & Call Monitoring Programs ...
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The Quality Revolution: Five Keys to Transforming Your Quality Program Key #1: Embrace Subjectivity in Behaviors
A Quality Revolution has been emerging in the last two years, transforming underleveraged and under-performing Quality & Call Monitoring Programs ...
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