How Has Buying Changed Since 2008?

How Has Buying Changed Since 2008?

The Sales Executive Council did a study of the purchase of 20,000 different products. They asked the buyers about the criteria that most influenced their buying decision. Here are the results? 19% – the company’s reputation, brand and website 19% – the...
Employee Engagement in Action

Employee Engagement in Action

I just attended the ‘Best Places to Work” lunch sponsored by Crains. Fifty businesses were selected out of the hundreds of thousands of businesses in New York City. These companies were voted in by their own employees who filled out assessments about why they love...

Engaging Your Front Line to Boost Your Bottom Line

This is my new tagline. In my last blog post (Knowing Your Value Proposition) I told you about the start of my rebranding process (asking clients questions about the value I deliver and the impact of that value.) As I go through my rebranding process, I’ll be blogging...

Knowing Your Value Proposition

Every few months I facilitate Fast Trac Growth Venture for the Kauffman Foundation. It’s 8 sessions of business education for entrepreneurs with growing businesses. In the first session I ask the business owners to call three of their clients and ask what value they...

Do You Have a Written Sales System?

In many organizations there is confusion about how new prospects become new clients. Leads fall through the cracks. Up-sell and cross-sell opportunities are missed. No one asks for referrals. Communication falters. Clients don’t get optimal service. Follow up is...