Butler Street

Transform from an 'Optional Culture'
March 9, 2018 at 9:17 am

I was recently participating in a training session designed to help transform the way sales organizations approach the business of client acquisition. As the discussion progressed, the topic turned to holding the rest of our sales teams accountable to the discipline of activity and performance and eliminating an “optional culture.”

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.