Relationship, Service and Support – Culture of Success

As I write this, the media is covering the train crash in New Jersey. The governors of New York and New Jersey spoke about the horrifying news, and they also praised civilians who worked shoulder to shoulder with first responders to serve by helping the...

Are you ready to win or just ready to sell?

Walk into any established enterprise or entrepreneurial venture and you’ll feel the energy focused on getting ready to sell. Often less apparent is the most important part of sales readiness—getting ready to win....

Top 50 must-read blogs on Consultative Selling – The Five Abilities(R) in for the third straight year

The Five Abilities® makes the list of Top 50 must-read blogs on Consultative Selling for the third consecutive year....

Business Development vs Sales: Don’t Get Caught in the Trap

There are many jobs posted for business development managers but when you read the job description it’s clear that the employer intends to hire salespeople. We see titles like Life Advisor, Personal Banker, and Global Accounts Manager, but the job descriptions call out objectives for...

Proud seller–common trait of successful entrepreneurs

I enjoy working with startups and small businesses. Their necessary focus on immediate action and results makes it rewarding. Interestingly, I often discover the companies with growth challenges, have nobody who is their proud seller. Why is that?...

Sales productivity increases by practicing as you play

Companies don’t make decisions–people do, and people make business decisions for personal reasons. Too often, salespeople, sales managers, and marketing managers, forget this simple reality making things more difficult than necessary. Sales productivity diminishes because too much time is devoted to simple, non-critical and non-personal...

Are you winning the wrong customers? Four clues in the NEST-test.

Worse than not winning customers, is winning the wrong customers. The wrong customers will waste your time and resources with unnecessary demands. The wrong customer doesn’t recognize success making it impossible for them to be satisfied. The wrong customer broadcasts their dissatisfaction to others....

Winning Lifelong Customers with The Five Abilities
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