Your Value Focus Journey  Part 3 of a 4 part series. The ability to sell the value of your offer–then price it–is what pays for all of the value your company works so hard to produce. Customer value is the kernel within “customer-focused” that moves customer decisions, and you need to focus sharply on value. ... Read Post

If you asked a room full of 100 CEO’s if they thought that training was important, you’d likely get an almost unanimous vote “yes.” However, if you asked how many of those CEOs were actually investing the time and the budget into training, you would not get such a strong response rate. This is to ... Read Post

If you were to ask a typical salesperson how much of a given product they believe should be on hand at all times, they’re likely to respond with a number so high that the company’s bottom line couldn’t bear it. After all, it’s a salesperson’s job to move product, and you can’t sell what isn’t ... Read Post

Many small business owners think that if they just work a little harder, things will get better and their business will grow. But in reality, working harder is not always the answer. It can actually run people directly into the ground if the work is not the right kind of work. This is especially a ... Read Post

Customer onboarding refers to the process of which your customer gets introduced to your brand, product, or service. For example, when you receive a set of headphones from a specific brand and in the box is a manual, that manual is considered as part of the customer onboarding process. It basically teaches the customer how ... Read Post

How important is a CRM in 2020? How does it affect a company, the users, and most importantly the company experience? In this new series, we’ll have a look at all of these aspects, for the role of CRM has become more important than ever. Processes Today some C-level executives are very nervous as they ... Read Post

Part 2 of a 4 part series. In my last article, I declared that “customer focus” is too vague to measure and implement, but that “customer value focus” was the essence inside customer focus that you were unknowingly seeking. Then I introduced three domains in which any journey toward value focus should operate. In this ... Read Post

In Sandler Enterprise Selling, our KARE account profiling process has developed a worldwide following since it rolled out in 2015. It’s based on the premise that in selling, we group our accounts into designations – geographic, vertical, size-related and other logical buckets. Such categorizations certainly add clarity and should, if utilized correctly, increase efficiency. Descriptive ... Read Post