Are We McSelling & McMarketing?

Is the quality of sales and marketing suffering at the expense of quantity? Balancing automation and metrics with customer centricity is the challenge of the decade. The quality of business relationships have become limited by volume-induced time constraint. Henry Ford’s assembly line that delivered affordable quality automobiles in high quantities was brilliant! McDonald’s assembly line … [Read more...]

Are All Sales Opportunities Equal?

The most widely accepted definition of a qualified sales opportunity is a decision maker with a budget to purchase a product or service. But are all sales opportunities equal? Are identical offerings to two different buyers equal in value to the sales rep? In the 1940s, Frank Bettger, author of the sales classic “How I Raised Myself From Failure to Success” made several game changing … [Read more...]

Are We Cannibalizing Our Customers?

John drove to the country to visit his friend Bill who fled the city to live the farming life. While taking the tour, John noticed Bill's pet pig has only three legs and asks, "Bill, why does your pig have only three legs?" Flustered, Bill whispered, "Don't talk about his leg, you'll hurt his feelings. He's an amazing pig. When my wife was trapped in root cellar and suffocating, he dug under … [Read more...]