by chris | Jul 5, 2017 | Sales Process, Sales Prospecting
One of the elements I enjoy is coaching salespeople and sales managers. In this role, I get to see up close what makes people tick. I’m always surprised when people ask me why they aren’t able to attract the really great clients. My response always begins with...
by chris | Jun 15, 2017 | Sales Process
I’m sitting in the office of a VP of Sales and he begins to share with me about all of the “vendor of the year” awards his team has received from their customers. He says this is a great example of the leadership his team has with customers...
by Mark Hunter | May 17, 2017 | Sales Motivation
Do you know who your customers sell to? You might say they don’t have customers, but stop and ask yourself, “Why are they buying from me?” Everyone serves someone, and who they serve is their customer. A few years ago I was in China talking...
by chris | Mar 1, 2017 | Sales Process, Sales Prospecting
Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing. The sales myth is the more focus that is placed on taking care of existing customers and providing them with great service, the less need there...
by chris | Aug 3, 2016 | Sales Leadership
Give me a customer complaint any day over a customer not being happy and not complaining. I can’t deal with what I don’t know. Below are 10 ways to deal with a complaining customer and a couple of bonus ideas: 1. Don’t run from it. Deal with it...
