Is Your Sales Organization Customer-Centric?

There is no more overused term in selling than the words “customer-centric.” Everyone says they put the customer first. Originators will even tell you they know exactly what the customer wants. But thinking that you know what the customer wants is not the same thing as delivering what the customer needs. We’ve heard the same […]

How Does Your ZMOT Rate?

In a recent training engagement with experienced B2B originators, I looked up their profiles on LinkedIn, Facebook and Twitter to familiarize myself with the students. How many do you think were active social media participants or even had an updated LinkedIn profile? None. Zip. Zero. I was shocked. When I asked why this was the […]