When I was in the technology world, there was a strong emphasis on product; it was the heart and soul of everything we did. Now that I have a macro perspective on tech startups trying to sell to the CMO, VP of Marketing or agency partners, I realize the emphasis on product is confusing. Tech […]
You’ve likely seen good examples and bad examples of mobile or iPad applications used by sales reps to enhance the consultative selling experience. How do you create your own? You’ll want to start with a rock-solid buyer insight. In short, you want to identify an unmet emotional need and find a way to tie that […]