Butler Street

A Harrowing Nightmare: Your Biggest Customer Simply Disappears
February 16, 2018 at 8:58 am

Not all satisfied customers are loyal. In fact, according to Bain and Company, 60% or more of customers who disappear, score themselves as satisfied or very satisfied just prior to switching suppliers! The good news is that you have a choice.

6 'Fake News' Reasons Why You are Going to Win
November 17, 2017 at 10:15 am

Did you ever really sit down and review why you didn’t close a deal, win a contract, hit your forecast or achieve your annual sales target? I mean a truly introspective look at what you “thought” would happen versus what “actually” happened. I realize that we all admit that we learn from our mistakes, but do we really change our behaviors to expect different outcomes?

Early Warning Signs to Avoid a Devastating Loss
November 10, 2017 at 12:00 am

In a 15-minute meeting, Bill’s life changed dramatically. Bill had just lost his largest account, Lassiter Logistics, resulting in a $1.5 million loss in revenue to the company and $90k in commissions to Bill. “How did this happen?” he asked himself repeatedly in a state of disbelief. “They loved me!” Did they?

How Losing Can Actually Be Winning
October 20, 2017 at 10:12 am

While wins are certainly an important benchmark to track, let’s think more about the opposite metric — the time it takes to Lose.

The Competition is Coming for YOU
September 15, 2017 at 12:23 pm

By applying these key sales lessons you will walk away with the exclusive orders – at higher rates than were in place previously.

Frustrated with Your Sales Team?
August 25, 2017 at 9:30 am

Talent, Teamwork and Intelligence. That’s what is needed to win consistently in sports and in business. We’ll break it down.

Why Companies Make a Big Mistake in Not Training Their Sales Force
August 18, 2017 at 5:51 am

Let’s face it, a company is only as good as the people who represent it. That is a fact. It’s people who build the website, develop the process and provide the customer service. Some companies only hire experienced salespeople so they don’t have to invest in training. That’s a big mistake and here’s why.