2)      Personalize: customers must be treated uniquely. 'The Renaissance Society. How the shift from dream society to the age of individual control will change the way you do business. had the opportunity to read this book during a long flight to the West Coast, written by Rolf Jensen and Mika Aaltonen and published by McGraw-Hill I was expecting a futuristic perspective on how our society will evolve, this book delivered much more. 2)      The Green Society: a must scenario as societies that destroy their environments, destroy themselves. 4)      Innovate: focus on being bold. Books MORE >>

Nearly every rep I’ve ever met is constantly worried that they aren’t doing enough for their customers, and that the competition is looming just around the corner, waiting to pounce at the first sign of dissatisfaction. . The First Open Door: Changes in your Customer’s Business  . How has my customer’s business changed in the last year? How are my customer’s needs changing as a result of expansion, contraction, etc.? Does the customer know my solutions are flexible? Can customers, and other stakeholders reach me in an emergency? Four Open Doors.  . MORE >>

The ever-pressing need to serve customers and clients well and to work smoothly and creatively with an ever more diverse range of people makes the ability to empathize all the more essential. 'Old Ways of Doing Business No Longer Work. am honored to have this week’s blog prepared by Jonathan Farrington, he  is a globally recognized business coach, mentor, author and sales thought leader. He is the Senior Partner of Jonathan Farrington & Associates , and CEO of Top Sales World , based in London & Paris. Those who cannot - or will not - change are withering. MORE >>

cost efficient/low cost model or are you focused on customer intimacy?  Sales Leadership: Creating a Great Culture. It’s something I seldom find in many organizations.  While many companies focus on increasing communication between employees and/or building the right kind of culture to maintain a proper atmosphere many seem to fail. Even with the many books that have been written on communication and culture building I see people struggling to “get it right”. The first step is most individuals simply are confused as to what is culture! Are you a best value company? For you.  MORE >>

Generally this occurs because: 1)      You have conditioned your customer or prospects to expect these kind of end of quarter promotion. He then asks the person what they want in terms of money for the item, he proposes a price and banter between salesperson and customer (Rick) continue until they settle on a price. Sales Leaders:   Has Your Team Watched Pawn Stars? Recently during several coaching calls I heard a common theme and the trend of hearing these comments always occurs during the last month of each quarter.  What were those comments?  We work “opportunities” not deals. MORE >>