Business Management - Marketing/Sales

What Would Happen If Someone Else Presented Your Sales Message?
May 18, 2017 at 9:55 am

Here's a good five-minute exercise to carry out. Present your sales message to a colleague. Then ask them to present it back to you. You’d think this would be a fairly simple thing to do. But you may be surprised at the results.

Want to Improve Sales Performance? Ask Deep WHY Level Questions
May 18, 2017 at 9:33 am

In this post we focus on the importance of truly understanding another person. This is the key to life as well as in our sales efforts. So, how do we do this? First, we must understand the "multidimensional worldview or WHY" of another person. This is how they see the world. And, it influences everything they do, say, and yes ... buy.

Top 10 Mistakes Printing Industry Salespeople Make
May 17, 2017 at 3:30 pm

A better title for this post might be, “Top 10 (I Didn’t Know That Was a Mistake) Mistakes (That Were 100% Preventable, You Know) Salespeople Make with (Future Ex) Customers,” but the editors felt the font would be too small to be readable, so ...

The Bravery to Change
May 16, 2017 at 9:19 am

Salespeople who keep doing what they are doing will keep getting what they are getting. For some, that’s a good thing. But for most, it’s important to reassess and rethink and challenge the assumptions of our day-to-day selling process and activity. Learn more in this week's blog by Bill Farquharson.

How to Turn an Angry Customer into a 'Coachable Moment'
May 12, 2017 at 9:46 am

Taking the step to measure customer loyalty can be uncomfortable. It will probably result in some "Coachable Moments" for you and your team. But in the end — your customers will respond, your business will grow, and you will improve your relationships with the most important assets you have.