Archive for April, 2010
There is almost nothing that reveals as much about a salesperson’s overall effectiveness as does their client list.
Effective Salespeople: Clients are Harder to Win and Make an Impact
When you review effective salespeople’s client lists, you…Continue Reading
A friend recently asked me what has changed in sales. The aim of his question was to discover what new ideas would lead to an increase in his company’s sales. I know he wanted to talk about the impact of social media and sales 2.0. But that…Continue Reading
How do you win new clients? What are the underlying conditions that precede an opportunity for you to compete for their business? It’s far easier to point out all of the behaviors that put our competitor’s clients at risk, and much harder to…Continue Reading
Yesterday I received a letter from my insurance company informing me that as of May 21, 2010, my backup sewer and drain coverage would be removed from my homeowner’s policy.
During a torrential downpour last year, I was unfortunate enough to have…Continue Reading
People get into sales for different reasons. Some people love selling. Some of us end up forced into the role by someone who recognizes something in us that indicates we can and will succeed in sales. Lots of people get into sales because of the…Continue Reading
There are millions of reasons that salespeople fail, and there are even more ideas about how to help them improve and succeed. But the primary reason that salespeople fail is something that is irreparable; it is something for which there is no…Continue Reading
You have been working on your best client for months. Maybe years. You have developed the relationships. You have discovered every bit of dissatisfaction. You have worked with them to build a vision of how to achieve a better outcome. You have…Continue Reading