Every Business Is on a Journey No company stays in the same place forever. Markets shift, competitors evolve, and customer expectations change. Whether you realize it or not, your business sits somewhere on a continuum—a sliding scale from extinction to distinction. On one end lies extinction: irrelevance, commoditization, and decline. On the other lies distinction: unique […]
The world is one big school, and sometimes our lessons come from unlikely places. For instance, if salespeople were more like kids, they might be more successful. Consider these examples. Kids don’t pay attention to the word “no.” They ignore it and keep right on going. Maybe they are not always successful, but “no” doesn’t stop […]
Incentive programs can do wonders for your sales figures – but only if the incentives are well-planned. Here are some basic steps to map out successful incentives contests. Pinpoint the goal and audience. Remember to keep the objective attainable, measurable, simple, and meaningful for your audience. Set the budget. The contest should cover its costs. […]
There are four detrimental, but easy-to-correct, sales mistakes: 1. Thinking like a salesperson rather than a customer. Thinking like a salesperson places the focus on what you want […]
When working with customers, don’t get so caught up in the selling process that you forget to look for other opportunities. Here are four basic components to discovering sales opportunities: 1. Pay attention. The only thing customers care about is what you can do for them. Don’t limit your research to face-to-face meetings. Read the […]
