Tag: B2B

Addicted to Relationships

I was writing the resignation email for an executive networking group that drives about 10% of our annual revenue when the phone rang. It was a new lead referred by the group. The lead sounded promising, so I took down the info and thanked my contact. The conflict...

Witnessing an emotional transaction firsthand

I recently got engaged. In many cultures the man buys the woman an engagement ring to show a level of commitment. When you are preparing to hand over multiple paychecks for something that fits in your pocket, you want to make the right decision— and I mean life...

Why Won't My Sales Reps Use CRM?

CRM is a fantastic tool. However, in many instances, companies find that sales reps view any CRM system as a burden. Why? Over the past few years, CRM’s primary use has evolved from helping sales reps improve their relationships with customers to helping senior...
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