Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.
I recently had the opportunity to talk to a group of individuals who are focused on selling to small and medium size businesses. I was trying to give them a snapshot of the profile of the small business owner and why we are very different than the large, complex customers they typically serve. While one […]
Selling to Small Business Read More »
Let me start by saying that if you are thinking of the “wrong” customers as the ones who are mean, hard to handle, and treat you disrespectfully, then just call them tomorrow and ask them to move on. These aren’t the wrong customers, they are bad customers. What I am talking about here are the
Five Tricks to Getting Rid of the Wrong Customers and Growing Exponentially Read More »
One of the most impactful areas to create a radical shift in business growth and results is to be able to distinguish between “what you are doing” each day (i.e., work deliverables) and “who you are being” as a leader. All businesses are results oriented, but what is it that makes one business more successful
Create Infinite Growth in Business ~ Who You are Being as a Leader? Read More »
When you move beyond providing “customer service” and connect at a deeper level by providing solutions, it allows you to “understand and care.” It takes the customer’s experience to an entirely new level. When you genuinely care for your customer, they can feel it — it touches their heart. You truly make a difference in
MOVING FROM CUSTOMER SERVICE TO EXQUISITE CARE Read More »
It’s a pretty obvious fact. When you are in a personal relationship each party has something to gain when things go well. Each party also has something to lose when it all goes south. We all have relationships with customers but what happens if you are your customer’s customer? Think about it. You provide goods
Be Your Customer’s Customer Read More »
Shelley F. Hall, Managing Director, Catalytic Management When sales people fail to retain customers, the first thing to investigate is the signal management sends via compensation plans. Compensation plans tell the sales person where they should spend their time and effort. Human nature drives us to do what delivers rewards and money is a big reward. So
Losing Customers? Time to Examine Your Compensation Plan! Read More »
Nikolaus Kimla, CEO, Pipeliner Sales Inc. The inner-workings of business can be a tricky game. Prospects looking to invest to any degree in your company must be skillfully shown their need for your product or service in such a way that they become convinced of it. It then turns into the ultimate chase of gently but
Closing Out The Competition Read More »
Brace yourself! Sales management, sales trainers and motivational speakers are the number one carriers of Sales Call Reluctance. This was the finding of George Dudley and Shannon Goodson of Behavioral Sciences Research Press. This is not to say all sales managers, trainers, and motivational speakers carry sales call reluctance; however, the reason they do might
Guess Who Are The #1 Carriers of Sales Call Reluctance? You Won’t Believe It! Read More »
Tim Phillips, Managing Director, Revenade, LLC It’s a pretty safe bet that at various times in your life, you will have to negotiate – for a business contract, a new car, or even a personal relationship. Obviously, you want to walk away satisfied that you have made the best deal. And you will want the person you
Six Rules to Help You Master the Art of Negotiation Read More »
Meridith Elliott Powell, Author, Winning In The Trust & Value Economy When the economy started to struggle in late 2008, so did the consumer—emotionally, as well as financially. At first, consumers, like businesses, contentedly waited for the economy to bounce back. But, as the bounces took longer and were far less impressive than expected, consumer
Winning Over Consumers in Today’s Economy Read More »
