Unfortunately, the answer is rarely found within instruction manuals, YouTube videos, and training, as these are often focused either on configuration, or on the "clickety-here, clickers-there" of how to use each bit of system functionality. Or, management believes the myth that the system will work only if every field must [More]
It's terribly disappointing, especially since the cost of putting together the proposal, prepping the pitch—let alone the cost of prospecting and pre-sales activities—is huge. So what to do? One alternative is to pretend that the entire episode didn't happen, and focus on the next opportunity. For some people, it also [More]
Without a doubt, LinkedIn is the premier business networking tool. It has come a long way as a repository for your contacts and an online version of your resume: It has a complete suite of recruitment tools, sales tools (e.g. LinkedIn Sales Navigator), advertising tools, and more. But strangely, not [More]
I would like to suggest another definition: Trust is the currency of transactions. Or said another way, at every touchpoint — for every transaction and for every interaction — trust either increases or decreases. Consider these scenarios: Scenario one: Someone you barely know asks you for a favor. When this [More]
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