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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. ...

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 ...

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 ...

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 ...

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 ...

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 ...

CASH FLOW MANAGEMENT Cash flow management is a critical business skill that, when done correctly, can help propel your business to successfully grow and allows you to further develop your company. Unfortunately, if your business is unable to manage its cash flow, it could be the very end of your business at all. According to ...

A Director of Operations is a professional that handles the back-end of the business and play a central role in human resource management. They oversee the business operations that help the business make money. In many small businesses, this role is filled by the business owner or CEO. However, there are benefits to bringing in ...