Sales Ethics

What are your company’s sales ethics? Of course, when we typically think about the ethics of our companies, we think of our values, mission statement, HR, accounting and even production.  Shareholders, the board and management establish the values, HR communicates those values to the staff, marketing communicates them to customers and of course, customers experience […]

Read More
Your Customer's Buying Process

Your Customer’s Buying Process

What is the buying process your customers goes through?   It’s not because they saw an awesome presentation, it’s because they have a need or a problem that is affecting them on an emotional level.  Even in business situations, people buy for emotional reasons. We all have pretty basic emotional needs, and in the end, […]

Read More
Sales Growth and Lead Generation are Biggest Business Priority

Sales Growth and Lead Generation are Biggest Business Priority

It’s no surprise that acquiring and retaining customers topped GetApp’s recently released survey of SMBs’ biggest priorities for 2017.  Of course, that means lead generation, customer service initiatives and maybe implementation of a CRM solution. But, there much more to it than that.  First, the study showed that reducing costs and improving IT infrastructure are […]

Read More
Empowering Customer Decisions with CRM Process

Empowering Customer Decisions with CRM Process

What’s the most precious commodity in relationships with customers?  With decades of experience working closely with clients, my answer is that it is either  time or trust. Obtaining a customer’s time is where a tremendous portion of salespeople’s effort goes which generally is in the interest of earning the customer’s trust. You can have time […]

Read More