Selling Through Your Customer
The only reason that a customer would or even should consider doing business with us is that somehow we enhance their ability to attract and serve THEIR customers.
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Practical Insights for Today's Sales, Service and Leadership Teams
Every day, more people bring an integrity and values-based approach to the way they sell to and serve customers, coach and lead their people. How? And what business impact can it have? Read, download, and listen here.
The Thanksgiving Salesperson
A century ago sales was mostly grunt work. Sales people had little hope of achieving an equal or higher status than “professional” people. Their tactics and motivations were often shocking…
Should Your CEO Be Your Spokesperson?
Only 30% Find CEOs Credible. According to the 2013 Edelman Trust Barometer, very few actually trust a CEO to report on their organization. Despite the fact that the CEO is…
Why Your Coaching Initiatives Are Failing
Most managers agree: Coaching helps sales professionals maximize their performance and reach their goals. But are they really doing it? For all their good intentions, many managers are dropping the…
The X-Factor in Selling: Why You Can’t Teach People to Sell by Teaching People to Sell
Pat and Terry, two sales professionals with the same background, knowledge and experience, both excelled in training. So why is Pat outselling Terry by five times or more? Discover three…
Matching Your Communication Style to Your Customers
Studies show that over 80% of customer dissatisfaction is rooted in emotional issues rather than intellectual ones. Features and benefits matter, but trusted relationships, built on strong emotional bonds, are…
Why Coach? The Business and Personal Cases
When people feel understood and appreciated, they will be intensely loyal to the manager who has demonstrated care and interest. And yet, many managers are still reluctant to coach. This…
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