CRM is dead. Now what?
A few days ago, I started looking for an electric mountain bike — something to keep me ...
Hearing "NO" Isn't the Problem—A Bad RFP Is
"NO" is the second-best answer a salesperson can get. What’s truly frustrating is being ...
What should marketing do when salespeople are drowning in work?
If you tell me that you’re not even thinking about marketing because your salespeople are ...
Sell at a higher price
Practically every salesperson I know tries to justify his lack of success with the fact ...
Three cultural changes that can change your company (or your life)
Last year was a breakthrough year for me in many ways. After years of working at ...
Customer relationship management, chatbots, and sex
Sex is in the title pretty much just because it’ll entice more people to devote six ...
Why are you personalizing everything except the stuff that actually makes money?
These days, marketing has one mantra: personalization. Personalized content. Personalized ...
If you only see promotion as advertising, you’ll be dead within the next five years
I read that the average TV viewer in the United States, who uses Netflix and not ...
I Hired a Teammate Who Never Sleeps
I still remember the first time I read Schwab's Fourth Industrial Revolution. Back then, ...
When will AI start calling your customers instead of your sales reps?
This week I gave a short talk at AI-phoria, a meetup hosted by the Institute for the ...
Clay isn’t the answer if your ICP is “anyone with an email address”
Last month, I sent 247 personalized emails to German CMOs in one hour. Not a single ...