Navigating the nuances of communication can sometimes resemble a puzzle, especially when prospects offer the ambiguous directive: "Reach out again in about 6 months." It's a phrase that's both promising and enigmatic, often leaving individuals pondering its true significance in the context of professional relationships and opportunities.
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It's more common than not that clients don't always know what they want or need, or cannot clearly articulate those needs. This reality means there are unique dynamics in "mind reading" or reading the "tea leaves" with B2B clients in these situations.
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I recently ran the NYC Marathon, crossing the finish line in seven hours after a 26.2 mile run through that world-class city. I'm still riding the "high" of this exhilarating experience, and thinking a lot about the analogies of a marathon and lessons in other parts of our lives -- like business building.
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I have conversations on a regular basis with business owners and founders who expect much more magic on the sales side of their businesses than they would otherwise with other functional areas like HR, Finance, or Engineering.
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In the fast-paced world of sales, commerce, and trade, the phrase "business is business" is often the expression of the cold and calculated nature of the corporate world. It suggests that emotions, empathy, and personal connections have no place in the realm of profit and loss.
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"We will wait to hire a sales leader until we have more customers." While it may seem like a prudent approach to save resources, this strategy can have both advantages and disadvantages. Here's some thoughts as we explore what might be behind this statement and whether it's a wise decision for a growing company.
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In enterprise sales, the question of who owns the client relationship is a multifaceted one. Sensitivities and nuances abound at every stage of the client journey. Understanding the roles and responsibilities of SDRs, AEs, AMs, and CSMs is crucial for organizations looking to build lasting client relationships.
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In the world of startups and small businesses, achieving that elusive first $1 million in revenue can often feel like an insurmountable hurdle. It requires strategic planning, effective execution, and a dedicated team.
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The basic dictionary description of a client is someone who engages the professional advice or services of another. A business partner, on the other hand, is someone who works together with another to further a common goal.
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In the realm of business and professional services, there comes a time when the relationship between a service provider and a client (or a big prospect) becomes strained to the point where parting ways seems inevitable, and the right thing to do.
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