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I frequently hear sales managers and sales professionals say they have a great message for their customers, but it just seems to fall on deaf ears. These same people will say to me, “We tell our customer exactly what we can do for them, but they just don’t get it.” You see that’s the problem. ...

Editor’s Note: From the very beginning of Ted Coiné’s highly successful business journey, he has focused on one thing — the human touch. From the outset he focused on providing the best possible customer experience, and his first two books focused on the differences between businesses that practiced great customer service and those that didn’t. ...

I woke up this morning, just in from three weeks on the road, anxious to get back into my normal morning routine; which for me is pot of coffee, television news blaring in the background, and sorting through the pile of work on my desk This morning however, my normal routine was interrupted, my husband ...

One of the questions that I get asked a lot is, “What makes a great salesperson?” Is it something that people are born with or is it something that you can train a person to be? Is there some kind of magical formula which results in a person being able to get good sales results? ...

Where, when, how and who you share content with in today’s always on, cluttered social media drenched world defines your brand. Digital has wiped traditional marketing off the map. And, the right or wrong social media channel defines your digital footprint. There is no one size fits all blueprint for your business. Social media marketing ...

In most markets, customers are significantly changing how they do business. In some cases, such as the health care industry, these changes certainly can be labeled transformational – as a result who does the buying, what they buy, and what they are willing to pay for it are all changing. However, the more important point ...

I was fortunate to be on a panel discussion hosted by the always excellent Twitter & G+ chat #SSHour> with two of the most enduring sales thought leaders Dave Stein and Barbara Giamanco. While there are so many great takeaways from the session (and you can review the whole recording on YouTube), the one that has ...

What’s the Big Deal? Interest in “social selling” has been growing since coming into the lexicon in 2005, so we’ve created this “everything you need to know” guide for your edification. What does “social selling” really mean? Right from the start, let’s agree that it’s a pretty bad buzzword for a set of very beneficial ...