For most professional services consultants, it’s all about the billable hours. But what if you could use billable hours to generate NEW revenue opportunities?Read More
Your front-line customer team is so much more than an account team. They’re researchers, planners, future thinkers, salespeople and most importantly people. Let them connect with, and learn, from your clients.Read More
It’s no longer enough to meet your client’s expectations. The fast track to spectacular growth is found in delighting your customer at every possible opportunity.Read More
I’m not a fan of the traditional pitch process and new research shows that it’s not working for the client either.
Will you be brave enough to help change it?Read More
Conversation skills are NOT innate. Turns out we need to be taught how to have a conversation, and we need to practice too. Follow these 4 steps to have successful, and meaningful, conversations at any age.Read More
How do you define business success?
Could human KPIs be the new thing?Read More
Humans are designed to connect with other humans. That’s building rapport. But HOW do you do it?Read More
Transparency is driving the new definition of success; both personal and organizational. And while training has always been important to success, it’s become imperative.Read More
What IS the secret to an easier life? Being a better spouse/parent/employee/friend?
It’s being a salesperson.Read More
There are many things suggested to reduce employee attrition. Not all of them will also bring more business directly to your bottom line.Read More
Zappos and Amazon have shown us that great customer service leads to great business success. What’s staggering is just how much - it turns out retaining customers can lead to as much as a 95% increase in profits.Read More
What can you do to encourage repeat business from existing customers? And in the process generate more sales and even more profit?
There is an easy answer.Read More
What IS the ROI of sales training? Is it really worthwhile?
Turns out, if you invest in sales training for your non-sales team in particular, the potential for profit growth is not just good, but somewhere near spectacular.Read More
What are the character traits most critical to be successful in sales? Are they innate or can they be learned? Read on to find out!Read More
It’s my experience that most businesses don’t really know their sales numbers. Sure, there is lots of technology out there to provide that information in reports, but it’s often not used the way it’s intended.
True, we generally have a pretty good feel for what’s happening in our businesses. But when we really look at the numbers, most of us are probably more surprised than we thought we would be.Read More
Toughest part of sales, hands down. But prospecting is so critical to your pipeline there are all sorts of books and training courses focused just on that one aspect of selling.
Here are some tips to make it less onerous.Read More
Is there such a thing as a shortcut to more sales? Can psychological personality testing give a salesperson all the answers? Read on to find out!Read More
How do YOU feel about selling yourself? It's not exactly the same as selling your product or service, but it's probably not what you think it is.Read More
Do you have a 'sales plan'? An outline of where you want your revenues to be and, more importantly, how you're going to achieve that?
Today's guest post from Robin Suomi of Startup to Growth explores just why that's so important.Read More
Selling is service. And service is selling. The key to greater sales, and greater profits, is outstanding customer service.Read More