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When was the last time you called the CEO of your very best account? If you're like most of the people I…
I used to be one of those people who kept everything in their head. I prided myself on my ability to memorize phone numbers and birthdays, and knew my schedule without writing anything in a calendar. Then I became a mom. I am now one of the most forgetful people on the planet. I don't know if it's due to the fact that I am…
Last week in Chicago, I had the good fortune to meet for the first time with the senior vice president of sales for a major manufacturing concern. When I asked whether the CEO of his company made a habit of making sales calls, my new acquaintance's response surprised me.
Ok, so you're growing the business but have you paid attention to its infrastructure and the extent to which it can support this growth? In today's technically dependent work environment attention must be paid to the tools and glue that binds and keeps a business operation functioning efficiently while preventing it from falling apart under the pressure of expansion. Personal computers have become to the…
For the most part, people prefer to do business with people they like and trust. That's why personal relationships are far more effective when it comes to getting people to say yes than the mastering of any sales technique. Let me give you an example: Eighty to ninety percent of the people who go into the business of selling insurance leave the field within a…
Nobody likes to deal with an unhappy, disgruntled, complaining customer. However, statistics suggest that when a customer complains, we ought to be happy about it!
