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Winning business with a major account is a significant achievement that brings new revenue and profit. But with enterprise accounts, the win is just the beginning. In a recent Sandler Research Center survey, the topic of client retention deservedly received significant attention. In the survey, sales respondents worldwide were asked, “What percentage of your sales ...

Whether we work within a large corporation or attempt to sell to one, we need to simplify doing business.  One sales training quote commonly used by sales trainers is forever in my mind.  However, I don’t recommend using it: “Keep It Simple Stupid.” You can believe that shivers went up my spine when I heard ...

The use of KPIs (Key Performance Indicators) to measure a sales team’s growth or contraction have been used for many years. Some examples include gross sales, net revenue, products sold, and others that demonstrate how a company has succeeded (or not) through a particular period (quarter or year). But these particular KPIs are actually lagging ...

Turning first-time buyers into repeat customers and eventual brand loyalists is no easy feat. It takes a specific level of commitment on your part for customers to resonate with the brand. With social interaction restrictions being a hallmark of 2020, e-commerce has been booming, making this the perfect time to target those first-time customers. Since ...

Take Responsibility for Your Purpose Many people don’t explore their purpose in life because they don’t take responsibility for the decision-making process, and the amount of work that it takes to explore one’s purpose. You have to do the work in order to discover what your purpose is. If you hate your job, that might ...

The use of KPIs (Key Performance Indicators) to measure a sales team’s growth or contraction have been used for many years. Some examples include gross sales, net revenue, products sold, and others that demonstrate how a company has succeeded (or not) through a particular period (quarter or year). But these particular KPIs are actually lagging ...

Several conflicts arise in society due to various reasons. One of the causes of conflict is when people exploit others’ weaknesses instead of helping them. Some people take undue advantage out of others’ adversities thus causing further hardships and agony. Although everyone knows that it is wrong to take advantage when others are in problems, ...

A key factor in a sales manager’s approach is technology. Without the right technology, the sales manager isn’t going to even have the data to view, let alone interpret, and make decisions with. A sales manager can make vital changes and decisions when he or she is first on the job in relation to technology, ...