Archives - May 2016

Well, that didn’t last long. Just six years after the end of the Great Recession, another one might be looming right around the corner. The China stock market is in free fall, plunging 47 percent since hitting its peak last summer. Oil prices remain volatile, presenting a significant risk to financial companies. Retailers are struggling, …

No Questions – No Sale Jill Konrath makes a great point in her latest blog about sabotaging the sale by not asking enough questions. sabotaging the sale A good sales rep relates the product or service features to true business situations. If you are quick to answer the customer’s problem before understanding how the problem impacts …

Sometimes, you only get one chance to get it right. Ask Minnesota Viking Blair Walsh. Or David Hasselhoff, who tried to parlay a successful career in Hollywood into a career as a singer. And then there are the marketers behind “New Coke.” They all found out how important it is to get it right when …

This blog is excellent in addressing the habits or “to dos’ that we do that kill one’s productivity. In sales the temptation is that if you are not answering emails, then you are not being customer focused. Unfortunately, that is not true. Emails start controlling you  and you lose focus, become inefficient, and decline in …