Marketing can step in and help sales overcome it. 1. Beginning: listen to discovery conversations. 2. Middle: look at support tickets to see the unvarnished truth. 3. End: work on getting the pipeline to be seen as an asset, it…
Only 9% of all MQ's (marketing qualified leads) every result in a conversation. Worse than that, you have now stimulated your target audience to explore and investigate your competition. 91% of all marketing dollars are a waste. This is because…
Part 2 of the interview with SADA CEO, Tony Safoian. Questions answered include How is Google going to support my enterprise business better than its competitors. Needs have changed, demand for "bat phone" support is now part of any proposal.…
Part 2 of the interview with SADA CEO, Tony Safoian. Questions answered include How is Google going to support my enterprise business better than its competitors. Needs have changed, demand for "bat phone" support is now part of any proposal.…
The rate of growth SADA has experienced gives them credibility when their CEO, Tony Safoian explains that in order to scale you have to manufacture trust at pace. SADA does one thing exceptionally well, they transform companies into a cloud…
This episode of Market Dominance Guys starts with Chris recapping the numbers from the previous episode on the tremendous infusion of savings work from home creates. As knowledge workers are no longer required to go into an office to be…
There's a whole bunch of commuters that are used to driving to cities. And I think it would be good and very timely talk a little bit about some of the things that we've learned and this massive economy that…
Running your sales program with a conversation-first approach delivers needed information to you. Naturally, this is important to your sales department. After all, utilizing a conversation at the beginning of the sales process tells your sales team almost automatically if…
Sometimes on Saturday morning, I wake up with something bothering me. Today it was "Why does everyone seem to think we are on the edge of an economic disaster when it's obvious to me that a big chunk of our…
The problem in sales is that the desire for the transaction puts most salespeople already behind the eightball. When he was growing up, Chris' family put up a chain-link fence originally for the goats, but a few years later it…