Archive for September, 2012
When you lose a long time client, it can feel like you’re being abandoned. You’ve stood together through what seems like a lifetime of battles and challenges, always finding a way, no matter how difficult. You had a relationship. Now it’s over.
Some buyers use a spreadsheet to make purchasing decisions. They line up all of the potential vendors they are considering in the first row, and then they list all of the things they need down the fisrt column, the A-column.
Then they fill in a…Continue Reading
Great ideas are all around you. Steal them and make them your own.
Steal Ideas from Sales Letters and Emails
Don’t throw away the sales letters or delete the sales emails that are delivered to your inbox. Read every one of them before you…Continue Reading
The quality of your results in sales—or in anything else—is the quality of your hiring. If you hire well, you produce great results; if you don’t hire well, you don’t produce great results. Your results and your hiring are directly correlated.
Have you ever held a meeting to update the sales force without a real agenda and ended up just taking care of some tired housekeeping issues? If you are going to take your team off the field, you have to make it worth their while. You wouldn’t…Continue Reading