Image via WikipediaLooking for an awesome business read? Try Tuned In, a new book co-authored by David Meerman Scott, one of my favorite authors in the new marketing space (and a really good guy, to boot).
Tuned In is about listening to customers. Companies that listen solve problems that matter to buyers. Companies that don’t listen […]

In a recent post about the importance of providing feedback on leads, commenters Karen Swim and Ricardo Bueno prompted the question, why don’t sales reps provide feedback on leads?
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When you get a sales lead, do you always tell the lead source how it turned out? You should, because that’s how you get more leads and better leads. It’s a matter of common courtesy. When people go out of their way to help you, they want to know what happened. Otherwise, they may assume […]

Sometimes the worst questions we can ask on a sales call are the ones that come out of our mouths the easiest. A great example is, What are you paying?
It’s a natural question to ask, and it has a valid purpose, because you never want to throw prices out blindly. However, asking the question this […]