Delta Force Sales Strategy: Prospering in Tough Times
The U.S. Army’s 1st Special Forces Operational Detachment-Delta, commonly known as Delta Force by civilians, was organized to execute the government’s strategy for countering terrorism, rescuing...
View ArticleIs There Any Such Thing as Customer Loyalty?
Customer loyalty is a major concern for everyone in business today, perhaps because there appears to be so little loyalty among so many customers. At best, loyalty is fleeting among the majority of...
View ArticleSalespeople Aren’t Marketers
When sales leaders and senior managers push their sales teams to “market” on behalf of the organization, something is wrong. Salespeople aren’t marketers, and successful marketing doesn’t require...
View ArticleFire Your Best Customers?
What would you do if the sales consultant you hired to help increase your company’s profitability told you to fire some of your best customers? You would listen, if your sales consultant was our...
View ArticleThe New Reality of Customer Profitability
If you knew that between fifteen and forty percent of your customers took cash out of your pocket, would you continue selling to them? It’s no small wonder that until now more senior executives haven’t...
View ArticleJust the Facts, Ma’am: The New Reality for Sellers
Some well-meaning sales consultants, unfortunately, are offering inane advice to sales professionals about dealing with what appears to be a world-wide, long-term economic malaise that is changing the...
View ArticleMeet The CFO – Your New, Deeply Depressed Economic Decision Maker
In business, the Golden Rule has often been interpreted as “He who has the gold makes the rules.” Today, in this unprecedented economic environment, it’s the CFO in most organizations who hovers over...
View ArticleSelling Win-Win In a Down Economy
Almost no one appears to be immune from the world-wide economic quagmire that threatens our prosperity for at least the next several years. Since it appears that we really are all in this together, it...
View ArticleWant to Hire Great Sales Reps? Start by Avoiding the “Sales Personality” Myth
Anyone who has managed salespeople has made hiring mistakes. At one time or another all of us have found ourselves unable to resist hiring a candidate who seemed to be a sales superstar, even though...
View ArticleWhat To Do When Your Prospect Says, “Sorry, We Have No Budget”
We have learned in talking with our clients, especially during these difficult times, that the lament, “Sorry, we have no budget,” is just a starting point for what can turn into a fruitful...
View ArticleBad Managers and Top Performers
According to a recent survey conducted by Robert Half International, bad managers get the blame for most defections at U.S. companies; even though senior executives profess that employee retention is...
View ArticleHow To Unleash A War Of Attrition On Your Customers
I recently asked a friend, Dave, how his company was faring in the current economic downturn. When Dave replied that sales were below projections, I asked him about his CEO’s strategy for coping with...
View ArticleOpportunities In A 15-second World
A recent Associated Press article confirmed what many of us already know – a nanobe may now have a greater attention span than most humans. Short attention spans create both challenges and...
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