Being Interested in Your Customer

The old saying goes, “People don’t care how much you know until they know how much you care.” The best thing you can do for you and your business is to truly care about your customers, to find out how you can help them and what you can do for them.

Loyalty is not Black and White

There have been a number of articles written regarding loyalty as if it were a black-and-white topic. The authors have made loyalty appear to be a term something like pregnancy. You're either pregnant or you're not.

Getting into America’s Malls

Getting your service or product into a mall isn’t easy. To find out what you should know to be successful, we talked to Michael Anderson, assistant vice president of leasing development for the Santa Monica-based mall operator Macerich.

The Hidden Sales Productivity Drain

Regardless your level, look at your weekly calendar. Unless you are a total dolt, I can guess what it looks like: Your time is...

Sales People Are Not Automatons!

Every customer is different, every individual involved in a buying decision is different. Our ability to engage each person in ways appropriate to them is critical.

Focus on the Customer Journey, Not Their Buying Journey

Over the years, we’ve made some progress, shifting our focus from our Selling Process to the Customer Buying Journey. We’ve finally recognized the customer...

6 Steps for Boosting Your Conversion Rate

Did you ever do fundraisers as a child? Maybe it was for your football or softball team or maybe for a class trip you were...

Can Sales Really Create Value?

Leanne Hoagland-Smith wrote an outstanding post, The Ultimate Sales Goal Is Connecting With Customer Value Drivers, Not Creating Value! In the post, Leanne hits head on...

Essential Tips to Create a Successful Business Raffle

Raffle fundraisers can be very successful and relatively easy campaigns for businesses. Great for boosting publicity, attracting a bigger customer base and raising funds...

5 Important Variables That Affect Retail Business Success

Anyone who has ever run a retail business knows that it can feel a little (or a lot) like a roller coaster. There are...

Most Popular