I’m fond of low hanging fruit. If there is a quick win that delivers benefit now, without negatively impacting the longer-term opportunity, then it seems why wait. That’s why, when, as I was doing research for my latest book, I was delighted to find so many data driven insights coming from the correlation and cross…
Thinking about the impact on a customer: If you have read much of what I have written, you will undoubtedly have come across one of my favorite phrases: The impact on a customer of a bad buying decision is typically greater than the impact on a salesperson of a lost deal. I believe that to…
As Mike Rosenbaum (EVP CRM Apps, Salesforce) said in the Foreword to my recent book, Digital Sales Transformation in a Customer First World, we are living in an era of unprecedented change. Mike also acknowledges that saying this feels tired, worn, and perhaps obvious. We all know we are living in a whirlwind. We are…
I thought about the worst business advice I ever heard when Matt Heinz asked me to participate in his ‘How I Work’ series. He asks a few questions about your working environment, your favorite life-hack or timesaving tip, and so on. One of the questions on the list was: ‘What is the best piece of…
[NOTE: This is an extract from my new book Digital Sales Transformation in a Customer First World] The world in which we live is a world dominated by the race for attention. In the last two minutes, the world sent 300 million emails, watched 15 million videos on YouTube, and searched 8 million times on Google.…
[NOTE: This is the opening of my new book Digital Sales Transformation in a Customer First World] It was a day in July, in the middle of summer, and it was raining. Not just light rain, but that kind that bounces off the roof of your car doing its best impression of a Buddy Rich jazz…
