Why Don’t We Say What We Mean?
What exactly is it about what you said (or didn’t say–listening is important!) that influenced whether or not you made the sale? In this fascinating and fun video, experimental psychologist and Harvard...
View ArticleThree Reasons to Plan Your Sales Territories by Social Proximity
by Al Campa When it comes to sales territory planning, location used to be everything. Why? Because relationships between sales professionals and customers used to require physical meetings and...
View ArticleCustomer Relationships: When to Worry
According to Tom Cates, founder and CEO of The Brookeside Group, all customer relationships fall into one of three emotional categories: 1. Antagonism. The customer is fuming. 2. Neutrality. The...
View ArticleDon’t Let Your Reps Depend on Technology
by Joanne Black Joanne will speak at the Sales Performance Management Conference on Thursday, October 17 at 1:30 during her breakout session, “Pick Up the Damn Phone! How People, Not Technology, Seal...
View ArticleThe Easiest Way to Meet or Beat Your B2B Sales Goals
by Tom Cates If you’re a salesperson, you probably focus mainly on finding new clients, but if you work in a mature business-to-business (B2B) industry, that isn’t always so simple. Let’s face it:...
View ArticleHow to Measure the Strength of Your Customer Relationships
By Tom Cates In the business-to-business (B2B) world, building great customer relationships is often the fastest and easiest way to meet or beat your sales numbers, as I discussed in my last post on...
View Article
More Pages to Explore .....