Customers don't want trusted advisors. They don't want partners. Those presuppose that you're on the outside. What they're really looking for...

To ensure your success in future volatile markets, it’s important to create this ideal client spectrum and build a well-balanced portfolio and pipeline.

Implement these three simple referral strategies and your buyers’ trust will increase and they will feel more confident in their abilities to make a decision.

“Buyers have changed and loyalty’s dead now. Customers don’t care about the relationship anymore!” I’ve been hearing that whine a lot from sellers.

What does “reward” mean? Well, reward means that those buyers who are rewarding salespeople for this alignment are rewarding them with three things.

 Once you start balancing internal KPIs with systems that are customer-centric, you will be right on the money and your customers will love doing business...

How you train your staff and how you design your interface with customers today determines your sales success tomorrow.

I know this sounds simplistic, but it is amazing how many sellers don’t check and use these markers as the KPIs for the first few months of the customer.

I can distill a number of lessons that you can use to grow your business from my experience.

There is a natural tendency to beat yourself up when a customer moves on. Instead of giving in to that tendency, get proactive and find the root of the problem that created a big enough disconnect for your client to leave in the first place.

Here's the big fact: 98% of all dissatisfied customers were not dissatisfied because of a quality problem with the product or service purchased. In 98% of the cases their dissatisfaction was related to their perception of how they were treated by the people they dealt with.