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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 …

Do You Know How Your Customer Is Measured?

Blog post by on July 28, 2014

As sales people, we’re used to being measured.  We have pipeline metrics, quotas.  We may have weekly call or meeting goals.  We have prospecting goals, and on and on and on. Metrics are important to knowing how …

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 …