When Does Correlation Equal Causation?
Data purists would reply "Never" and beat me up for even asking this question. On the other hand, "data sophists" who're accustomed to lying with Big Data would wonder, “Duh,…
Is “Too Frictionless” Even A Thing?
Personally I love frictionless CX and I was glad that I could make a business out of my passion when I launched Conversion Rate Optimization as one of the services…
Ensuring That Buyer 2.0 Contacts *Your* Sales
In What Happens Before A Prospect Contacts Sales?, we'd shared CEB’s finding that B2B prospects complete 57% of their purchasing decision before contacting sales. As we saw in that post,…
What Happens Before A Prospect Contacts Sales?
“B2B customers complete 57% of their purchasing decision before contacting sales.” This is easily the most frequently quoted line in B2B sales and marketing in recent times. Ever since CEB…
Goodbye #NetNeutrality, Hello #ProNetChoice
Facebook and Reliance Communications (Top 3 MNO in India) partnered this past February to provide free access to Facebook and a bunch of other websites to Reliance customers via the…
Loyalty Rewards – Buy Or Earn?
Those of us who redeem our loyalty points on gift portals will have inevitably come across a gift or two that was appealing to us but was beyond our reward…
Why Rockstar SDRs Obsess Over Dial Volume
This blog post is about a controversial topic in B2B technology inside sales: Dial Volume. It will not endear me to Inside Sales folks. Nevertheless, since dial volume pushes the revenue…
How Does MY Telco Know That YOU Have Dialed A Wrong Number?
Callers are sometimes unable to reach me because My phone is outside coverage area I've switched off my phone I'm busy The network is congested. Until this recently, whenever this…
Don’t Lose Deals By Belaboring Business Value – Case Study
In Don't Lose Deals By Belaboring Business Value, I'd warned that B2B technology vendors risk losing a deal by belaboring business value all the time. In this post, I'll describe…
Don’t Lose Deals By Belaboring Business Value
"Most B2B buyers only care about the value you bring to their business. They really do not care about your products." When I read this line on LinkedIn, my first…