Steve Kearns

Posts by Steve Kearns

  • This Week’s Big Deal: Align with Marketing on Customer Advocacy

    January 21, 2019

    Last year’s Edelman Trust Barometer indicated that people are more likely to trust “a person like myself” over almost any other source. The only two options viewed as more credible were technical experts and academic experts. Consumers report trusting their peers more than analysts, employees, business executives, or journalists. It’s easy to see why: We see...

  • This Week’s Big Deal: A Look at Keenan’s Latest Book, Gap Selling

    December 7, 2018

    There is a gap between our current situation and our desired state. This is true for me, it's true for you, and it's true for every customer. Sometimes the gaps are big; sometimes they're small. Sometimes they are macro-level (I want to be successful in life); sometimes they're micro (I want a better time-tracking system at work). But they are everywhere, and...

  • How to Get the Most Out of Time Spent Coaching Your Sales Team

    December 3, 2018

    Sales managers are master jugglers. In a single day, one might find herself doing everything from facilitating connections and participating in prospect meetings, to interviewing new hires and evaluating new tools, to analyzing sales strategies and helping drive deals to completion. No wonder so many sales leaders find themselves short on time when it comes to...

  • This Week’s Big Deal: Finish the Year Strong with These...

    November 16, 2018

    In football, there’s nothing quite so intense as the “two-minute drill.” With the clock ticking down toward zero, an offense must...

  • Sales Blindspot Alert: Can You Trust Your Sales CRM Data?

    November 6, 2018

    CRM systems are worth their weight in gold when used as intended. But like so many sales management software tools, they are only as...

  • Trending this Week: The Attention Span of the B2B Buyer

    October 19, 2018

    Remember that now debunked research claiming that humans have shorter attention spans than goldfish? Can you believe that we bought...