18 Ways to Keep Sales Momentum Going Through the Summer
2013 -The FIVE Critical Challenges….
5 Generations of Selling – Are You Still Stuck in the Past?
A Definition Of Major Account Management
A New Type Of Sales Approach For A New Type Of Customer
A Picture of Modern Sales: The New Cold Call
A Picture of Tomorrow’s Leaders – The Next Generation
Abraham Maslow and The Pyramid That Beguiled Business
Activity Based Planning Leads to More Consistent Results – Fact!
An Abundance of Managers, But Too Few Leaders?
Are You About to be “Commoditized?”
Are You Getting the Wrong Customer Reaction?
Are You Really Making The Most Of Your Most Important Accounts?
Are You Working Smart – Or Dangerously Hard?
Brick Walls – And Customer Focus
One of the most obvious reasons you should be building brick walls around your existing clients is to reduce the impact of aggressive competitor activity: Whilst you are off flirting with seemingly more attractive and exciting new opportunities, your competitors will be targeting your “home base” The motivation to do this should be strong. Whilst… Read More
Brick Walls, Competitor Activity, and Customer Focus
Categories Of Buyer Resistance
Customer Service – The Huge Gap Between Intention And Reality
When it comes to looking after our customers, quite often there’s a gap, a huge gap between theory and practice. There are books about customer relations; there are videos about customer relations; there are Gurus (mostly self-appointed) about customer relations. None of them actually have to deliver customer relations. That chore is left to what… Read More