Category Archives: Sales

Ideas to Build a Customer-Centric-Bottom-Line

How often do you acknowledge and praise each of your employees? The Problem: As a business owner or manager you get caught up in the daily tasks, the things you have to get done.  Because you are task and deadline focused, you sometimes forget to praise your employees, to acknowledge them for a job well […]

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Does Your Whole Organization Focus On Your Client All the Time?

The Problem: You have very dedicated staff who do their respective jobs well. However, sometimes they get caught up in back office functions, the minutia and the deadlines and forget that ultimately it’s all about the customer. Solution: At every meeting make sure there is an empty seat at the table. This includes planning meetings, […]

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Super Bowl Ads or Customer Experience: Creating Buzz or Creating Buying?

What do we talk about most after the Super bowl? Why the ads, of course! We all look to see what ads were controversial, what ads were unique or funny, heart touching or innovative, progressive or repulsive.  Comments on ads get discussed at the Super Bowl parties, Tweet’ed, Facebook’ed, YouTube’d LinkedIn’ed, Pinterest’ed, Instagram’ed, blogged, talked […]

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Delegation: Are You an Enhancer or a Diminisher?

John is a manager and has seven people who report to him. He grumbles that no one measures up to his skill level. Yes, he attempts to delegate the work that comes into the department to each of his employees. But he always finds fault with what they’ve done. It isn’t done exactly like he […]

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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 product itself and the company’s ability to deliver 9% – the value to […]

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After more than 20 years of selling and prospecting, just this fall a colleague of mine drew an analogy between sales and a job interview – an analogy I hadn’t thought of until then.   It’s a fascinating comparison. All of us have been on job interviews before.   And my guess is that we could all […]

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Perhaps one of the most important and often times forgotten skills is being aware of what is going on in the process during sales conversations. This is true in retail or business-to-business sales. Those who master the art of being aware of where the customer is and what they are looking for and how to […]

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Let’s use an Olympic athlete as an example. She probably was introduced to the sport like downhill skiing at age 5, took lessons, practiced, started to shine by age 9, took advanced lessons, attended special camps, traveled to where the best teachers were for private instruction during her teenage years, spent hours every day at […]

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