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Sales and Distribution Image Anything to do with turning leads into deals: Direct and telesales, channels, distribution, management, etc.

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Kristin Zhivago Avatar

Why you're not Steve Jobs: He was the ultimate Customer Experience perfectionist

by Kristin Zhivago on September 24, 2014 8:01 PM

I first published this article in 2012. But it was time to publish it again to address an unfortunate trend. Lately I have had several CEOs tell me that they had read the Steve Jobs... More »

Kristin Zhivago Avatar

Why I'm Buying from John

by Kristin Zhivago on February 16, 2014 12:09 PM

I’m in the market for a business-to-business software product. I’m pretty far along in my buying process and I have narrowed down my choices to three vendors. I contact them all. Two of the three... More »

Chip Cooper Avatar

Website Legal Forms - Click-Wrapped Agreement Form

by Chip Cooper on December 1, 2013 2:17 PM

Is your SaaS agreement or other click-wrapped agreement or website legal form enforceable? Watch my short video to learn how to ensure that it is enforceable. Related link - Website Legal Forms . Chip More »

Chip Cooper Avatar

Website Legal Forms - Non-Disclosure Agreement

by Chip Cooper on December 1, 2013 11:15 AM

Do you use Non-Disclosure Agreements? Often called "NDAs"? Do you disclose confidential information when you discuss a future business relationship, such as a possible reseller, distributorship, or joint venture agreement? Regardless of your answers, you... More »

Kristin Zhivago Avatar

How to Beat Your Enemies

by Kristin Zhivago on November 30, 2013 12:30 PM

In your business life, you encounter several types of enemies. There are competitors, who are fighting for the same customers you’re going after, coming up against you in deals, telling those customers all about your... More »

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Kristin Zhivago Avatar

What's your most important sales tool when selling something complex?

by Kristin Zhivago on August 1, 2011 10:01 PM

I do a lot of work for B2B companies that sell really complex stuff. I interview their customers constantly. And there is no question in my mind now that THE most important sales tool is... More »

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How Customers Choose a Product or Service: Debunking Common Marketing Myths - Part 2 of 4

by Kristin Zhivago on November 14, 2012 11:32 PM

Interviewing thousands of customers about their buying process has convinced me that while the buyer is attempting to buy something he wants, he is also determined to see through any deception or manipulation. Sellers are... More »

Chip Cooper Avatar

The FTC Slams SaaS Marketers For Deceptive Continuity Programs

by Chip Cooper on August 17, 2012 7:17 AM

Related Link - SaaS Agreement View my video here . Read my article . More »

Mike Desai Avatar

2013: The Identity Silver Lining for SaaS in the Enterprise Clouds

by Mike Desai on February 1, 2013 8:44 AM

The clouds have arrived. Whether public cloud, private cloud or hybrid cloud, enterprises are on-board with their transition to cloud. While cloud hype is still high, the move is clearly afoot and enterprises are quickly... More »

Kristin Zhivago Avatar

Should we be replacing salespeople with Buyer Support Reps?

by Kristin Zhivago on May 16, 2012 8:01 PM

Continuous interviews of buyers have convinced me that buyers have become so successful in creating their own "recommendation engine communities" that they are now able to learn just about everything they need to know about... More »

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