I believe there is a basic sense of honesty and integrity to the way people … [Read more...]
Category: Performance
Category: Performance
Doing The Right Thing, Doing Things Right
But Your Price Is Still Too High! Posted on May, 2013
My post, "But Your Price Is Too High" has generated well over 100 comments … [Read more...]
"Can I Give You A Quote?" Posted on April, 2013
Within the space of 45 minutes today, I get two calls from sales people--each … [Read more...]
Good News, We Won! Bad News, We Won! Posted on April, 2013
Over the past few weeks, I've published a number of posts on pricing, value … [Read more...]
Customer Retention, Whose Job Is It Anyway? Posted on April, 2013
I wrote, Customer Retention-Different Approaches, the other day. It stimulated … [Read more...]
Customer Retention, Different Approaches Posted on April, 2013
Customer retention is a critical issue. Wisdom (and data--thought it's not at … [Read more...]
"How Much Does That Cost?" Posted on April, 2013
A natural question customers always ask is, "How much does that cost?" … [Read more...]
CRM And Oysters Posted on April, 2013
I'm at Gerhard Gschwandtner's and Selling Power's Sales 2.0 Conference in San … [Read more...]
Don't Confuse Buying And Selling! Posted on April, 2013
I feel like I'm about to emulate the famous Gordon Gecko speech in the movie, … [Read more...]
"But Your Price Is Too High" Posted on April, 2013
It's the customer's moral and business obligation to always challenge you with, … [Read more...]
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