Welcome to 2009. Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without…
As mentioned before, Sales and Service roles are not for the faint hearted and can often take their toll on your good nature, your energy and your ability to deal…
As markets tighten and people’s sentiment can tend towards the negative it is critical that we don’t get spooked. As mentioned before in the article about “Watch who you let…
One of the things that frustrate me the most as a customer is inconsistent service standards, inconsistent procedures and people’s inability to deal effectively and honourably with different types of…
Every sales person knows the relationship of prospecting to sales is critical. Without prospecting you are not likely to get a sale. We all know the relationship of sales to…
Selling and servicing across cultures is more common now than it has ever been. And as more and more of us come across international sales opportunities I thought it would…
Keeping you and your sales team ‘match fit’ and actively engaged in the market place selling effectively is paramount to your survival and success in today’s market. Yet too many…
Today people are looking for honesty and authenticity and do not have time to be misled. They want to work with people who are what they say they are. They…
What is the line between motivating sales staff and manipulating sales staff? How do you make sure you don’t go over the line and place people under extreme pressure to…
If I hear “Oh let’s exceed our customers’ expectations” one more time I will scream. Usually my response is: ‘Why don’t we just meet their expectations in the first place?’…
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