Organizations take products too seriously and sales are expected to flog them. They think products convey value and stress features, cool technology and price as the reasons why people should ...
Salespeople live in a world full of competitive claims that lack creativity, imagination, and truth. Most differentiation statements advocated by organizations and intended to convince us involve words like “best”, ...
Most people understand that marketing is key in how well sales performs, but the service organization is even more important. And the problem is that most organizations try to use ...
Successful salespeople stand apart from their brethren when it comes to providing the kind of customer service that keeps customers coming back for more — and paying for it. In ...
There’s a ton of articles out there providing guidance on what it takes to be a great leader. They speak of characteristics such as vision, passion, and communications which are ...
If you don’t know your nearest enemy, you should. And you should give them special attention. You may have several competitors in your space but it is essential to focus ...
How do you reconcile pounding on hitting sales quotas and, at the same time building deep relationships with customers? We all know that quota behavior is substantially different than relationship ...
“More than what is needed. In gross excess of what is reasonably expected. An excess of something beyond what is required or suitable for a given purpose.” — definition of ...
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