Articles

Will E-Commerce & Logistics Surge Taper Off?

Article by , April 26, 2021

E-commerce is on fire and has sped forward 10 years within the last year. There are no signs of it slowing down. In fact, it appears that consumers have changed buying patterns and aren’t going back. Similarly, B2B has seen an increase in drop shipments, and it continues to trend up. UPS and FedEx have […]


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Building a Buyer-Verified Pipeline (Part 2 of 2)

Article by , April 7, 2021

Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore. This is an all-new economy with all-new rules. Among them: this is a buyer-driven marketplace. To […]


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What Will Happen with the Economy?

Article by , April 7, 2021

In the last two months, we have participated in at least 4 or 5 different economic updates from the perspective of the local area, the region, the state, the nation and the global economy. We have also participated with a group of global consultants to discuss the economy and what impacts are likely around the […]


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Building a Buyer-Verified Pipeline

Article by , April 7, 2021

It’s time for fresh thinking! Start by building a buyer-verified pipeline. That means taking all sales pipeline inputs and then checking them against what your buyer confirms is important in each pipeline stage.


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How Managing Is Done Now

Article by , March 17, 2021

To sum up: you cannot make good decisions just by looking at data all day. Connections really are everything—even in a pandemic. Getting out from behind the desk and scheduling video time with your team and with your customers is not a temporary trend. This is how managing is done now.


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