Were you successful in getting your hands on the win-loss report from sales? Don’t feel too bad about it; that sort of information is not something sales people share freely, especially the loss part of it. This week I want to talk about the importance of the good news bit of their report. Now we […]
The Agony of Defeat: Why Lost Business Reporting Isn’t Helpful
Do you get the Win-Loss report? You really ought to get yourself on that list. If you don’t know the Win-Loss, it’s the document your friends in sales create each month or, sometimes, each quarter that lists all the business they’ve won, lost or are waiting to hear about. Sometimes it’s called the sales activity report. […]
Only You Can Prevent Feature Puke
If you want to have fun at an otherwise dull wedding or corporate event, try to sit next to a professional event planner. When they aren’t trying to plan their own events, they can be found sitting in the back of other people’s events dishing out the catty remarks that make the back row so […]
Why We Need to Shut Up and Let Our Customers Buy Something
There are a few statistics that are used to torment marketers. We’ve all had some chief something or other office sneer that 50 percent of advertising is wasted. We’ve all had that business of how much more it costs to acquire a customer than to retain one and, since June of 2012, we’ve been dealing […]
Eight Rules for Lead Generation Events
Here is what I found while I was tidying up my Evernote the other day: I feel a cold darkness about to descend. It may not be long now…Actually, what it really said was: i frrl acild daaarknss aprechign, But, touch screen issues aside, it was not a good place I was in when I tapped […]
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