The best sellers and organizations know how to effectively use operational value to their advantage. What is operational value? It’s when you … [Read more...] about Use Operational Value To Your Advantage
Account Management
Green Circle Growth: Get Serious About Quarterly Reviews
Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities. They … [Read more...] about Green Circle Growth: Get Serious About Quarterly Reviews
Building Trust With Your Clients
Building trust with clients should be at the forefront of every organization’s thinking and planning. Look, making a sale is great, but just … [Read more...] about Building Trust With Your Clients
The #1 Strategy to Growing Current Accounts | Sales Strategies
A large number of my clients this year are looking to grow and retain their existing account base. They want to grow and retain those existing … [Read more...] about The #1 Strategy to Growing Current Accounts | Sales Strategies
A Simple but Brilliant Account Management Strategy
I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy. It was a very simple strategy of … [Read more...] about A Simple but Brilliant Account Management Strategy
The 3 Biggest Sales Engagement Myths
Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t … [Read more...] about The 3 Biggest Sales Engagement Myths