Top

What do We do to Empower People

Blog post by on July 29, 2014

Kathy Cuff is a senior consulting partner with The Ken Blanchard Companies and co-author of LEGENDARY SERVICE: The Key is to Care. Kathy seems to have done just about every job at the joined the Blanchard Companies …

4 Things Buyer Personas Are Not

Blog post by on July 29, 2014

Not 1/365 [dazed & confused] (Photo credit: PhotoJonny) When products or services look similar, are called by similar names, or represented to be the same as, this can lead to confusion.  When it comes to buyer personas, …

How to Find Your Next Sales Rockstar

Blog post by on July 29, 2014

Almost every time that I walk into a client’s office, whether for a meeting or to conduct sales training, I typically get the same question: Do you know any great salespeople who might be interested in a …

Survival Mode Kills You (And Your Team)

Blog post by on July 28, 2014

- Michael Scott, The Warlock Have you settled for survival? Does your everyday become a fire drill that leaves you emotionally barren? It’s time to stop. Not only does survival mode prevent you from moving your team …

Why Customer Comments Are as Valuable as Metrics

Blog post by on July 28, 2014

Customers love to share. But they generally only share when it serves their own interests, not yours.A survey can yield lots of great feedback from a wide swath of your customer population. Invite comments about their experience and you’re sure to …

Sales Moments

Blog post by on July 28, 2014

Last week, I attended a conference call with the top sales management of one of my clients, to discuss ways to more deeply embed the culture and practices of consultative selling techniques that we’ve introduced to their …