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B2B Sales and the Herd Mentality: Are You Following or Leading?

B2B Sales is more challenging than ever. Are you following the old herd or leading the new pack? Customers’ buying habits are changing. The fast pace of technology only accelerates this change with an overwhelming amount of messages and shifting priorities clamoring for people’s undivided attention. There’s also an intergenerational shift in the workforce as boomers retire […]

Naughty or Nice?

Family can bring out the best and the worst in us! Why is it that what is touted as the “most wonderful time of the year” can bring on such angst and anxiety?  According to psychologist Leonard Felder, author of When Difficult Relatives Happen to Good People, “most Americans experience significant tension at one or more family […]

Marketing vs Sales: No One Wins

“2/3 of salespeople believe marketers are wasting time on fancy events and branding activities when they would be better served focusing on tactics that directly impact the sales pipeline. Similarly, the majority of marketing pros consider salespeople boastful and showmen.” (Dan Sincavage B2B Community) Marketing and sales share the same end goal: gain and retain customers. […]

Are You More Like Twitter or Instagram?

A picture is worth a thousand words… A picture is worth a thousand words, so they say, but the updated version of that phrase sounds more like… put together the pictures with the words and you’ll experience unprecedented engagement and communications. Undeniably we still live in a text based society, but visuals have elevated the […]

Are You A Loser?

“It’s not whether you win or lose, it’s how you play the game,” according to the losers and their parents You win deals, you lose deals, and some deals are left hanging. You can’t win every one right? Or can you? You can get closer. First, get to know the standard at which to gauge your […]

The Challenger Sale…

The Challenger Sale The Challenger Sale by CEB is based upon research that shows buying has fundamentally changed since 2008, and that Solution Selling is no longer effective in a complex buying world. Executive buyers and users look for different things in the buying cycle, and just diagnosing needs and pitching does not lead to purchases. […]