How well do you really know your customers? Surprisingly, I find that more and more companies are losing touch with their customers at the exact time that it’s becoming more important than ever to get closer to your customers. Everyone talks about how important customer churn rates are, particularly as we transition into a subscription-based…
If given a choice, I’d always prefer to sell the premium priced service or solution. Why? Because quality still matters to a lot of people and they are willing to pay for it. This all may sound a bit counterintuitive these days, given that most things seem to be available for free, or at a…
Good sales reps understand that you will encounter objections and push back during your sales process. It’s inevitable and very much a natural part of any sales cycle. In fact, the question really is not if you will hear “No”, but rather how many times you will hear “No”, when you will hear it and…
It’s seemingly impossible these days to conduct any simple business transaction without the company asking for your feedback as a customer. Whether it’s a non-fat latte from your favorite coffee shop (that would be Peet’s in my case:-), high-speed Internet service from your ISP, or buying a new car from a dealership, everyone wants to…