Got Grumpy?
When a sales team spends more time competing with each other than the competition, when they don't understand whose leads are whose or how they are getting compensated, results will suffer. In short, a grumpy sales team is an unproductive group
Don’t Just Sit There:5 Strategies for Proactively Getting Testimonials
When it comes to collecting testimonials, the same principles apply. Just placing a form on your web site and waiting for clients to arrive will not deliver the results you want. Instead, developing a process for regularly collecting feedback provides a systematic way to gather testimonials. Such a process would include...
FOR IMMEDIATE RELEASE The SAC® Release Why Are Exxon Profits Criticized But Not Apple's Profits?
Colleen Francis, President of Engage Selling Solutions www.engageselling.com says “ The lesson for executives responsible for an organization’s top line is that you need to understand what your customers value. People line up around the block and pay a premium for Apple’s product because, more than anything, the brand delivers the promise of making you look cool. Lots of other products do what essentially the same thing but not in a way that makes their customers feel better about themselves."They love the Apple brand and don’t mind paying the premium that leads to huge profits. Contrasting this is Exxon whose end-customers see no compelling value in their brand, only as a commodity supplier, and would cross the street without hesitation to save a cent a gallon. With this approach, you'd better have operating cost advantages if you want to maintain and increase margins. Instead if you can, like Apple, create value differentiation from your competitors then you can generate profits through premium pricing today and in the future with your band of loyal customers."
What we have is a failure to execute
Last week it became obvious that they outsource the replacement service and don't monitor the outsourcer very carefully. My friend Steve's bag was replaced by Air Canada with....
Tale of Two Frauds
Do you act as a customer advocate or a customer prosecutor?Are your customer service policies sales prevention policies?
Sales Pipeline Management
Pipeline management and pipeline reviews are the most important tasks you complete in sales because they help you prioritize what activities to complete each month as well as give you an accurate indication of how healthy your sales pipeline really is
Guest Post: Opportunity Lost: What Don’t Your Testimonials Say About You?
’ve seen too many websites with inspiring product offers, gorgeous video, and testimonials to the effect that “you guys really came through for us,” attributed to a “major software company.” Testimonial Director is a service that has templated the fine process of collecting testimonials efficiently and making sure they contain the appropriate information. (Their website is also a great example of testimonials done well.) In a special report (see bottom of their home page; sign-up required), the company identified “recommendations from people known” as the best tool for building consumer trust through advertising channels.
Debunking the perfect sales process myth
“How do I build the perfect sales cycle or the perfect sales process?” I’m often asked this question and my answer tends to disappoint those who are looking for quick answers to challenging problems.There is no such thing as a perfect sales cycle, or a perfect sales process that you can either build or replicate and unleash on your entire market.Sorry, but that’s the truth.
