Getting results by praising — and criticising
Traditional thinking says managers should praise the veteran employee’s work and focus on correcting the new hire’s mistakes. But studies show that approach doesn’t quite hit the mark. According to new...
View ArticleClik here to view.
5 sales strategies for rocking the final quarter of 2012
The final quarter of each year is traditionally the most difficult in terms of achieving breakthrough results. Most managers are either already on target to hit their annual goals, or they’ve begun...
View ArticleKeep your finger on buyers’ pulse with a ‘Customer Council’
Here’s a way to empower customers, while enlisting them to keep your marketing strategies on target. Several big-name companies, including Microsoft, have taken to creating “Customer Councils” – a...
View ArticleA more effective sales proposal in 5 steps
Here are some guidelines for writing your proposal: No surprises. Customers don’t look kindly on surprises. It’s always easier to deal with and defuse negative issues if customers are prepared for them...
View Article4 ways to turn customer feedback into sales, loyalty
Knowledge is power. And when it comes to selling, loyal customers are the most valuable source of knowledge a salesperson can hope for. But there’s a big difference between gathering solid feedback...
View Article4 ways top salespeople turn rejection into success
Here are four ways top salespeople turn short-term failures into long-term successes, without allowing occasional setbacks to get them down: View rejection as a necessary step at the beginning of a...
View ArticleShooting down 5 common myths about customer satisfaction
A growing number of studies have found these measures of “satisfaction” to be poor predictors of the most important of all customer service goals: Will customers who buy once keep coming back for more?...
View ArticleBetter responses = better customer loyalty: 4 keys
Two-thirds of customers that defect from their suppliers do so because of poor response, according to a Forum Corporation Study. And to achieve a great response rating from customers, you’ve got to...
View Article5 signs a top salesperson’s about to quit
If you notice one of your best is exhibiting these signs, it’s time to take proactive measures to avoid losing him or her. Taking frequent half days/leaving an hour early/coming in late. If an employee...
View Article2 counterintuitive ways to boost loyalty
Here are two proven tactics sales organizations that maintain consistently high levels of satisfaction use to go above and beyond to measure satisfaction and boost buyer loyalty: Track recent...
View ArticleClik here to view.
The ‘silent killer’ that’s costing you 50% of your customers
One recent survey shows that companies lose about half of their customers over a five-year period, and in most instances, the customers jumped ship without ever saying why. The survey, by Bain &...
View Article4 leading reasons new customers defect
More than two-thirds of new customer defections are caused by indifferent or unhelpful responses from salespeople when complaints develop, according to a Forum Corporation study. Meanwhile, the study...
View Article5 steps needed to reach peak performance
A recent study reveals a significant challenge facing most of today’s companies, as well as a five-step solution for overcoming it. The study, conducted by McKinsey & Co., found that inside...
View ArticleProven resource that boosts sales, loyalty in tough times
Customer loyalty has never been more important to a company’s long-term success. While traditional sales organizations compete on issues of price, service and quality, “engagement” (i.e., the level of...
View Article7 steps to a successful presentation
Here are seven steps that may turn your presentation into a winner: Determine your purpose. Are you looking for information or feedback? Do you hope to close the sale with one meeting? Is your goal to...
View ArticleClik here to view.
The best step to take after a sale is lost
Understanding why a sale is lost is critical, yet some salespeople fail to pinpoint the true reasons for losing. When 500 salespeople were asked what percent of the time they believed they were at...
View Article5 ways to attract more online buyers
If your website has more than a few visitors who show up and bail after deciding, “Nope. This doesn’t have what I’m looking for,” it’s time to make some changes. A high bounce rate could be the result...
View ArticleThe crucial management skill that boosts revenues 19%
If you’re not doing this, you could be missing out on a major chunk of revenue. Sales organizations that maintain high levels of employee engagement generate 19% higher revenues than average companies,...
View ArticleSocial media: Keeping ‘the beast’ well-fed
Establishing your social media marketing campaign is only the beginning. Once it’s up and running, the real challenge becomes “feeding the beast.” Your business is going to have only so many critical...
View ArticleClik here to view.
5 modern resources that boost cold call results
Prospecting via the phone isn’t as cut-and-dry as it used to be – but these five modern resources hold the key to turning cold calls into hot prospects. Email. Emails are a great way to preface cold...
View Article
