Enabling Stupid Marketing (and #Sales) at the Speed of Light: Part 3 of 3
This is the third part of a three-blogpost series. In the first, I argued that “stupid marketing and sales” – defined as “a stultifying obsession with one’s own product features, to the exclusion of any meaningful focus on customer needs, much less wants” – has become endemic. In the second, I stated three reasons for […]
Enabling Stupid Marketing (and Sales) at the Speed of Light. Part 2 of 3.
This is the second of a three-part blog series. In the first, I argued that Stupid Marketing (and sales) has become endemic. Briefly, I defined “stupid” as “a stultifying obsession with one’s own product features, to the exclusion of any meaningful focus on customer needs, much less wants.” In this second part, I want to […]
Enabling Stupid Marketing (and sales) at the Speed of Light. Part 1 of 3
How would you rate the quality of the following three unsolicited emails? What letter grade would you assign to each? Sample A: Hi Charles, I have emailed you a few times now regarding your business cards. Let me know if you are not the correct person, also please tell me who I should be contacting? We […]
Talk To Us
Build deeper trust with your clients and colleagues
THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
FIND OUT MORE
TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.