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‘Hey’, ‘No Problem’, Linguistic Ticks, and Other Informalities in Today’s B2B Lexicon

For the past 7 years my goal has been to write thoughtful blog posts, free from hyperbole and emotion, and full of actionable suggestions for B2B sales and marketing professionals.  I’ve tried to be frank yet uplifting by sharing my 25+ years of experience from the “other side of the desk” as a CXO Buyer.  I genuinely want to help thoughtful B2B marketers gain more relevance with “buy-side” customer executives.

Looking back, I can’t recall a post that could be characterized as an EMOTIONAL RANT.  Rants have no redeeming value, other than to make their authors feel better.  Furthermore, rants are not inspiring or motivational to the reader; rants serve no purpose.

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B2B Sales Managers Should Coach to Develop Future FORCE MULTIPLIER Reps

B2B Sales Managers should only deploy Coaching Effort when the outcome of that allocation of time will result in the emergence of a Force Multiplier Rep on their sales team.

Like a swinging hammer, which is an example of a force multiplier at work, a Force Multiplier Rep will “multiply” the influence of the Sales Manager across the entire sales team.  In some ways, a Force Multiplier Rep’s influence on his or her peers may be even greater than the Sales Manager’s influence on them.  This is human nature, isn’t it?

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Do You Think CXO Buyers Would Rather Talk To a "Problem Solver" or a "Business Advisor"?

Once upon a time, a long long time ago, B2B Marketers got it in their heads that “Problem Solving” sales reps are highly-valued by all customers at all levels (from procurement to the analyst level to middle management and up to the C-suite), and therefore CREDIBILITY is earned by being perceived by the customer as a “Problem Solver”.  They probably read a popular book at the time.

Confessions of a CXO Buyer – “I Didn’t Highly Value PROBLEM-SOLVING Sales Reps”

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After 10,000 Hours of Challenging Customers, Are Your Sales Reps EXPERTS?

By 2016 the first generation of Challenger Sales Reps had been Challenging customers for over 10,000 hours. That seems like a lot of Challenging!

This post is a retrospective look back to attempt to answer the question “Is Challenger working as planned, and if not, what mid-course corrections should be made?”

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The Dumbing-Down of “ROI” by B2B Marketers and What You Can Do To Counter That Customer Perception

Have you noticed over the years how the word “ROI”, a term formerly reserved for the outcome of a sophisticated in-depth investment analysis conducted by CXO Buyers, has been dumbed-down by B2B Marketers to a buzzword implying some kind of financial benefit?

“ROI” is right up there with the other waste words offered by B2B Marketers like “efficiency”, “effectiveness”, and “productivity”; all completely meaningless words, unless they are followed with a specific example incorporating some unit of measurement.

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