Steve Chriest

Opportunities In A 15-second World

A recent Associated Press article confirmed what many of us already know - a nanobe may now have a greater attention span than most humans. Short attention spans create both challenges and opportunities for the sales professional. In the business world, blog postings are replacing...

How To Unleash A War Of Attrition On Your Customers

I recently asked a friend, Dave, how his company was faring in the current economic downturn. When Dave replied that sales were below projections, I asked him about his CEO's strategy for coping with declining sales revenue. Dave told me that he didn't think the...

Bad Managers and Top Performers

According to a recent survey conducted by Robert Half International, bad managers get the blame for most defections at U.S. companies; even though senior executives profess that employee retention is their No. 1 concern. When polled by Robert Half International, senior executives cited unhappiness with...

What To Do When Your Prospect Says, “Sorry, We Have No Budget”

We have learned in talking with our clients, especially during these difficult times, that the lament, "Sorry, we have no budget," is just a starting point for what can turn into a fruitful conversation that benefits both the seller and the buyer. As a senior...

Want to Hire Great Sales Reps? Start by Avoiding the “Sales Personality” Myth

Anyone who has managed salespeople has made hiring mistakes. At one time or another all of us have found ourselves unable to resist hiring a candidate who seemed to be a sales superstar, even though our intuition made us uneasy or something in their...

Selling Win-Win In a Down Economy

Almost no one appears to be immune from the world-wide economic quagmire that threatens our prosperity for at least the next several years. Since it appears that we really are all in this together, it may be time to revisit the five rules I...

Meet The CFO – Your New, Deeply Depressed Economic Decision Maker

In business, the Golden Rule has often been interpreted as "He who has the gold makes the rules." Today, in this unprecedented economic environment, it's the CFO in most organizations who hovers over corporate gold reserves and who helps write the rules for doling...

Just the Facts, Ma’am: The New Reality for Sellers

Some well-meaning sales consultants, unfortunately, are offering inane advice to sales professionals about dealing with what appears to be a world-wide, long-term economic malaise that is changing the game of sales. I recently read an article by a consultant who advised four steps...

The New Reality of Customer Profitability

If you knew that between fifteen and forty percent of your customers took cash out of your pocket, would you continue selling to them? It's no small wonder that until now more senior executives haven't paid closer attention to targeting profitable customers and eliminating...

Fire Your Best Customers?

What would you do if the sales consultant you hired to help increase your company's profitability told you to fire some of your best customers? You would listen, if your sales consultant was our customer profitability expert, Jim Lambert. Jim reminded me about recent studies...

Salespeople Aren’t Marketers

When sales leaders and senior managers push their sales teams to "market" on behalf of the organization, something is wrong. Salespeople aren't marketers, and successful marketing doesn't require salespeople to step into a marketing role. Professor Peter Drucker, widely regarded as...

Is There Any Such Thing as Customer Loyalty?

Customer loyalty is a major concern for everyone in business today, perhaps because there appears to be so little loyalty among so many customers. At best, loyalty is fleeting among the majority of buyers, and at worst, it simply isn't part of their thinking....

Delta Force Sales Strategy: Prospering in Tough Times

The U.S. Army's 1st Special Forces Operational Detachment-Delta, commonly known as Delta Force by civilians, was organized to execute the government's strategy for countering terrorism, rescuing hostages and eliminating covert enemy forces. During tough economic times it may be wise to develop a...

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