There’s a great level of customer service. It’s personal, human, helpful, and resourceful.
There’s a basic level of customer service. It’s quick, some times robotic, a bit repetitive, not always helpful.
And then there’s a shitty level of being human. It’s arrogant, pointless, definitive, and unaccountable.
People will only remember the first and the third. Up to you where you want to be.
A positioning statement is not for everybody.
It’s supposed to divide, in order to conquer. It’s supposed to draw a clear line between trite practices and a new way. It’s supposed to be met with opposition, disdain, surprise, resistance – first of all, from those who are supposed to approve and support it.
If a positioning statement does not do that, it’s not a positioning statement.
This IS a positioning statement.
Love it or hate it. That’s the whole point.
I started posting on this blog almost exactly four years ago. And with one exception only, I have posted every day since then.
So, how do you make resolutions that stick and that become habits?
There’s no magic, and if you have already cracked your code, no need to go looking for something else.
If you haven’t though, here you can read about the importance of not waiting, here you can read about how to make strong resolutions, and here you can read about how to make even stronger resolutions.
Happy 2023, my fifth year of blogging.
When you measure leads, all you are going to get is leads.
And there might be some very good reasons why you measure leads. You might know that a given amount of leads will translate into a given amount of deals. You might know that one lead has a monetary value attached to it. You might know that people feel motivated in trying to get more leads. You might have evidence and proof of these and many other things. But when you measure leads, all you are going to get is leads.
So, what happens when the team that sits in the other room, the team that gets leads as an input and needs to transform that into deals, cannot complete that transformation reliably and consistently?
Well, of course they are going to say that the leads are not good, that they are not quality leads.
And that’s exactly how the relationship between marketing, sales development, sales, and sometimes customer success, works in most B2B companies. There’s always somebody, further down the funnel, that complains because the quality of what they get is not good enough.
Because when you measure leads, all you are going to get is leads.
Quality needs a different metric.
You've got this 