Service after the sale has a significant impact on whether your customers will purchase more or purchase from you again. How are you influencing sales and customer service alignment? A 2009 Strativity group study of 930 consumers in North America … Continue reading
The reality is, we all multi-task during virtual meetings. A 2004 study by Raindance Commmunications, (provider of integrated web and audio conferencing) indicated that 90% of audio conference attendees multi-task during meetings. A 2010 survey by PGI (virtual presentation software), … Continue reading
Warning! This is a mini-rant…. There are many valuable posts out there focused on how you can generate leads and increase sales by using Twitter. In addition, Twitter has been around for a number of years. So, it surprises me … Continue reading
When we think of the selling profession, we usually think of contacts made face to face or over the phone. However, a growing percentage of contacts are now completed via email…. Is your sales team prepared? The 2010, Inside Sales … Continue reading
I recently had a rare encounter with the perfect salesperson. As part of my day job, I evaluated vendors that offered a similar, call center related service. I did most of my research online and identified close to 20 possibilities. … Continue reading
I have been a fan of new business, sales guru, Art Sobczak, for the past 15+ years. He is one of those subject matter experts that I agree with about 99% of the time. When I read his blogs or … Continue reading
Leading a sales or service organization has many challenges, and when a team or department is global, that adds some additional complexity. I am currently part of a global organization and have to “think globally”, with every meeting, every project … Continue reading
The other day I had coffee with Kathy Tito, the President of New England Sales & Marketing. We were sharing sales ideas and experiences, and at one point our conversation turned to cold calling trends. We passionately agreed that since … Continue reading
I just finished reviewing the results of the “2010 Miller Heiman Sales Best Practices Study”. (Miller Heiman, based in Reno, Nevada, is one of the most well-known names in sales training.) More than 1,500 sales professionals provided input, which were … Continue reading
40 may be the new 30, and blue may be the new black, but what’s hot and what’s not when it comes to selling in 2010? I reached out to my sales network across North America and asked this question. … Continue reading