Some people think I don’t like sales people. Not true at all! I love, respect and fear most of the good sales people I know. The lousy sales people I know, on the other hand, don’t usually end up on my Christmas list. It happens that a fair number of the bad sales people I know are […]
Retention Disorders or Churning is for Butter
Isn’t it shocking when “perfect couples” part ways? Whether it’s Arnold and Maria or the people up the street, it’s always a bit of a surprise. But once the shock wears off, it’s loads of fun to pour some wine and get to the ugly truths of the relationship: he was emotionally unavailable, she was […]
Are Retention Departments Symptoms of Suckiness?
I have been thinking about retention departments lately. And I’ve decided they are the Emergency Rooms of the corporate world, where accounts in urgent need of repair wind up, usually in less-than-ideal circumstances. Like a real ER, there are countless ways our customers end up there. Sometimes years of neglect pile up and things begin […]
Why Marketers Need to Find the G-Spot
It was bound to happen. Sooner or later business marketers would need to pay attention to this often-ignored bit of the B2B buying anatomy. You’ve probably been there yourself a few times, and you almost certainly have one in your company: I’m talking, of course, about the special place in the company where things get […]
Why Do Small Business Buyers Act Like Consumers?
In any gathering of B2B marketers, the topic of small business inevitably comes up. After all, those of us who work for large companies collectively discovered them just a few years ago. I’m pretty sure they didn’t exist until we found them. Or if they existed, they certainly didn’t buy complicated things like computers and […]
