Two months ago, I had the pleasure of working with the technical training group for one of my clients. You know these guys. They are the techies who teach your customers how to use the software and operate the equipment we sell. They often come along on demos just to make sure we don’t make [...]
In a recent seminar on doubling your income in 12 months, we asked a room full of salespeople, “What is the number one thing that salespeople do that kills their closing ratios?” The answers were all over the map and included responses like “not enough prospects” and “the wrong prospects.” While these definitely contribute to [...]
Obviously, you can not know all of the things that will set off an individual person. But you can know and base your actions on far more specific information about them than you probably now are using. Even if the reaction of the audience cannot be known, try not to do anything that will directly [...]
The truth is, not all customers are equal. It’s common knowledge: to succeed, we must concentrate our marketing efforts on the customers who are most profitable.
I believe that the obverse is true, too. At the other side of the profitability bell curve is that pool of customers who drain our time, talent and energy, [...]
Are you involved in projects that seem to go nowhere in a hurry?
Change usually happens in an organization through projects, which can take many forms, and may not always be called projects. The easiest to recognize is the traditional type, with a beginning, middle and end, such as the launch of a new product or [...]