Customer retention is a critical issue. Wisdom (and data--thought it's not at … [Read more...]
Category: Performance
Category: Performance
Customer Retention, Different Approaches
"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...]
You're Making The Number, But Are You Achieving Your Potential Posted on March, 2013
I'm an unapologetic believer in the concept, "It's your God-given right to 100% … [Read more...]
Sales Forecast Accuracy, Demand Planning And Other Ramblings Posted on March, 2013
I've been involved in a number of conversations about my positions on Sales … [Read more...]
Going Beyond Cost - Benefit Analysis Posted on March, 2013
A critical element of any high impact sales process is "creating business … [Read more...]
"But Will I Sound Too Salesy?" Posted on March, 2013
I just got off the phone with a business owner. We were having a great … [Read more...]
Let Me Get Back To You..... Posted on March, 2013
You've finally gotten a meeting with that key executive. It's taken weeks to … [Read more...]
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