Don’t doubt the power of persistence
The best managers find ways to motivate their teams to push and persist until a tough goal is achieved. According to new research from...
Customer satisfaction is only the start
“Satisfaction is worthless. Loyalty is priceless,” screams the headline on a blog post by Donna Peeples, a business strategist and engagement engineer at Motivated...
Neglect the B2B customer experience at your own risk
B2B customer-experience index ratings significantly lag behind those of retail customers. B2C companies typically score in the 65 to 85 percent range, while B2B...
Adapt to buyers’ personalities to win more sales
Sales success can be described as a three-legged stool that includes skills, strategy and style. There is no shortage of training programs that target...
Does your company know what makes you tick?
There is mounting evidence that optimal performance comes from the alignment of an executive’s personal values with the organization’s culture and the role’s responsibilities,...
Better than bashing
Bashing the competition irritates the hell out of customers. It shows insecurity, weakness and is poor business practice, says James Purvis, a regional sales...
6 reasons not to bash the competition
The sales environment is competitive, often looking, feeling and sounding like the world of sports. In sports, before meeting a tough opponent, coaches warn...
Managing Millennial Reps
As it probably does for many of us, the day I realized I was no longer the “young guy” at work came as a...
Doing What You Love
As soon as I get this issue off to the printer, I need to write my son a letter at the University of Nebraska,...
Can Your Salespeople Articulate Value Or Does It Sound Like Magic?
After nine years working with companies on sales messaging, I have found that the number one inhibitor to salespeople articulating value is that they...
