Search

In selling to and serving major accounts, no matter how effective you are, you must face a harsh truth. Losing happens. Regardless of your focus, time and effort, you’re certain to come up short on occasion. In the grief following a major loss, someone in the selling organization will always say, “We should learn from ...

It was almost painful to wake up each morning, knowing I chose the all-time worst job.  Enjoying humorous conversations with clients, and our family dog gleefully greeting me at home, helped me make it through each day. “Our worst experience can prove to be our gift in disguise.” Early in my career, I learned to ...

In my last article “CRM in 2020 – The Suite Versus Best-of-Breed“, I discussed the battle between the “suite” approach to software production and sales, versus best-of-breed. Best-of-breed has come about through the advancement of APIs so that customers can now have the best possible software for all their various company functions, all connected through ...

The last of a 4 part series. If you aren’t enabling a culture of continuously improving value focus, you’re falling behind some competitors. In part one of this series, I introduced the idea that customer-perceived value is the kernel within “customer focus” that actually moves customer decisions, and you need to focus sharply on value. ...

Work smarter, not harder. Build a prosperous business, without killing yourself.

Virtual assistants can either be a godsend or awful to work with. Let’s hope that in this case, you did hire a good VA and the next step is to keep them ‘turned on’ and engaged. Engaged VAs are more motivated to work for the success of your business. They’re not just there to take ...

Most of us in the sales and marketing game are familiar with permission marketing. Any time you put in your email online, you give a company permission to market to you. But permission selling is a little bit different, in that a salesperson gets permission from the buyer to sell to them after they have ...

In 2020, CRM is more vital and meaningful than ever. In continuing our examination of reasons why, let’s now have a look at a very interesting conflict that has existed for some years now in the software industry, one which affects CRM a great deal: the “suite” versus best-of-breed. A suite is a group of ...