Channel partners can be a major source of high-profit revenue growth with the right business model. A great channel partner operates as an extended … [Read more...] about How to create outstanding sales growth with channel partners
Answering your customer’s three critical questions
In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to initiate new projects … [Read more...] about Answering your customer’s three critical questions
Some customers are more important than others.
In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential … [Read more...] about Some customers are more important than others.
Are sales managers coaching reps to the right outcomes?
What is more important in sales, closing deals or building pipelines? I would say the answer is both, but the actions of sales people on average seem … [Read more...] about Are sales managers coaching reps to the right outcomes?
How to survive the pandemic as a sales trainer
Almost nobody expected 2020 to turn out like it did. At the end of 2019, we were all dutifully making our annual plans for the coming year, projecting … [Read more...] about How to survive the pandemic as a sales trainer
Customer experience management – sustaining symbiotic value
Client loyalty can eventually span a lifetime, but to make it more attainable, we should take it one step at a time. Whatever situation we’re … [Read more...] about Customer experience management – sustaining symbiotic value
