The more I talk to people about sales, the more myths I find. Recently I was engaged by two great business owners, who were told through sales assessments that they were not good sales people. I was shocked. Yes, there are definitely areas where they could improve. However, they are very likable people, listen well, [...]
Surveys seem to be a method of customer experience assessment preferred by many business owners, sometimes with a reward, sometimes not. It is one way to communicate to your clients that you care about the way the business interacts with them. How will you know if it works or not? It will depend on your [...]
Throughout my career, I have never seen a company with sales and marketing on the same page, in total alignment. Listening to a webinar by Bright Talk, they claim 70% of brochures marketing develops are not used. Sales people re-create the wheel 90% of the time by customizing to a customer. Yet, these two disciplines have [...]
What are KPIs and why are they important for business success? As a small business owner, you likely measure the success of your business largely in financial terms. In the very early stages, that may be as simple as checking the balance in the checkbook. For most businesses, the main tool is the P&L or [...]
