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....
Advancing from seller to trusted advisor wins you lifelong customers resulting in years of repeat business and referrals. As an advisor you become part of the value that customers pay for. Advisors solve problems in a logical fashion that coalesces stakeholders and promotes collaboration. This...
Decision-makers want to talk with people who are credible information sources. Whether a salesperson or CEO, if you are credible and have valuable information decision-makers want to talk with you. If you have not yet earned personal credibility you will not get a meeting with...
Salesforce Automation (SFA) has been around for many years in various forms. For most of its existence it’s been a tool for large corporations with significant IT budgets and IT staffs. Recently, it was reported by GetApp®, a site that connects businesses with sales management software vendors,...
…too many have a view that is too narrow to properly apply to the speed and mobility of business and business leaders of today....
Hiring successful salespeople is a priority for all companies. In my first week at Hewlett-Packard, Irene Bjorklund (GM Northwest Area) made a comment that has stayed with me throughout my career. Someone had asked her, “How do you know when a person will be successful...
