Alan J. Zell

Don’t Drop Customer-Centric Programs Just Because They Don’t Fit the System

Trade may be truly called an ocean; and those that sail in it, however experienced, have always need of directions; the various changes and...

You Can Craft a Commission Plan to Make Reps and Managers Winners

Contrary to what most people believe, commissions will never turn a poor salesperson into a good salesperson or a good salesperson into a great...

The Wedding Registry: Automation Killed an Age-Old Focus on the Customer

Before we had CRM, what did businesses do? Only a few of the companies or sales reps who called on our family jewelry and giftware...

Sales Technology Should Help Customers Help Their Customers

Is the goal to make technology work for salespeople or should it be to help the salesperson's customers? Salespeople, after all, are the face...

For Your Business To Thrive, Concentrate on All Three Types of Customers

All businesses, no matter what they do or sell, have three types of customers: Product customers: the people who buy their products/services People customers: employees Profit customers:...

Make It Clear to Employees What You Expect of Them–and Your Business Will Benefit

When I was in retailing in our family's fine jewelry and gift business before I went into consulting in 1983, something took place that...

The Little Things Count When You Recognize Your Employees as Company Ambassadors

Whether you realize it or not, your employees have been ambassadors since they first interviewed for the job. Yes, it goes back as far...

What You Get Out of Viral Media Depends on What You Put Into It...

Viral social media is the talk of business today, but when you get down to it, is this new phenomenon so very different from...

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