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More Buyer-Centric Ideas for Transforming Your Customer Acquisition Process
The Prospecting Paradox
Do your sellers cling to the belief that outbound prospecting is hard, outdated, uncomfortable, or a waste of time?  Are they dependent on leads that Marketing generates before they make a call? Why? Is it because they are unable to make desired outcomes happen with new prospects, like getting an appointment? Sales Managers and Leaders, [...]

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HumanSentric™ Methods for Client Acquisition 3.0
HumanSentricTM?  Client Acquisition 3.0? Sales Leaders unable to make the kinds of breakthroughs with their sales teams to deliver according to plan and who desire to stop the madness of repeatedly being in response and leading from behind, there is value here for you. For instance, check out this recent email from one of our [...]

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Courage in Sales
We hear from top Company Executives and Sales Leaders who lack confidence in their sales teams at times, to the point of swooping in far too often to help get deals started, keep them on track, or close them. And, do we believe like the CEO, that courage is the culprit holding his sellers back, [...]

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Winning Moves to Accelerate Winning New Customers
In the startup world, there are microcosmic metrics that are critical to founding teams, acting as indicators for whether the business will live to see another day.  No kidding.  One of the sobering metrics, coined by Paul Graham, is “Default Alive or Default Dead.”  Translation: if we keep doing what we are doing, do we [...]

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What’s a Fit and Ready Prospect?
Many established Small Businesses are missing the buyer-centric revolution occurring throughout the last decade that is transforming the way companies create, market, and sell new products and services. Companies that have been offering the same products or services for a decade or more tend to remain unaware that the buying preferences of their Network of [...]

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3 Big Rock – Winning Moves to Accelerate Customer Acquisition
Are you familiar with the ‘big rock’ principle?  The big rock principle is illustrated through a symbolic exercise: First, fill up a jar with big rocks; next, pour in gravel to fill the crevices between the rocks; next, pour in sand; last, pour in water.  Going through this exercise illustrates that if you focus on [...]

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