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21-31 of 31 Results
Books
Tuesday, June 1, 2010
Lead With Your Customer goes beyond corporate culture and customer satisfaction, and provides a complete roadmap to achieving permanent excellence in your organization. This is a real-world...
Insights
Thursday, March 9, 2017
Account planning provides a structure for sales and sales enablers to determine what’s important—and what’s not—when pursuing customers. As competition in markets increases, account plans...
Insights
Wednesday, January 25, 2017
Account planning is an activity sales people love to hate. It’s generally seen as a good thing to do, but who has the time? Sales people are supposed to be in the field talking to...
Insights
Wednesday, June 1, 2016
IBM Armonk  New York Executive Conversation (now part of Corporate Visions International)  Incline Village, Nevada FinListics Solutions Alpharetta, Georgia The marketplace and client...
Insights
Tuesday, May 5, 2015
Stop for a moment and ask yourself: “Why did I lose the last few major deals I was working on?” If your answer is “price,” I’m going to challenge you to broaden your thinking.  Price is the...
Insights
Wednesday, September 3, 2014
It’s a fantastic feeling: Your business reaches the next level and you need to expand your sales team. But the challenge doesn’t end with recruitment. Expansion, especially rapid expansion,...
Insights
Friday, August 23, 2013
“It’s like pulling teeth!” This was how one field sales manager replied to my question about pre-call planning at a recent Sales Effectiveness Workshop. Then she said, “On one hand, they...
Insights
Thursday, January 17, 2013
In our second post, we discussed the five ways to tell if your sales organization is ready to elevate sales and deploy a higher-level selling approach, called Point of View Selling. Forum’s...
Books
Tuesday, September 25, 2012
Winning a sale doesn’t happen by accident. Selling requires thoughtful preparation and flawless execution. Because no two sales opportunities are exactly the same, a seller must develop a...
Books
Monday, February 1, 2010
Providing great customer service has never been more critical for the success of any business. 10 Steps to Successful Customer Service is designed as a quick but effective check up to...
21-31 of 31 Results