Are you aware that it is six (6) times more expensive to acquire a new client than it is to retain an existing client? Keeping clients onboard and engaged with…
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Here’s a simple reality… Prospects and customers buy the salesperson first during every sales call – or they don’t buy at all. In any major sale, especially Business-to-Business (B2B) or…
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Over the past few months there has been a plethora of editorial regarding the decline in retail sales. Amongst other things, an argument being put forward by traditional retailers for…
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Most salespeople will be quick to tell you that their customers say what they care most about is product and price. It goes further. When salespeople lose out on a…
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I was impressed by a brief but excellent ABC News Video on the impact of social media on a business’ reputation and brand, especially when things go wrong and that…
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Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand…
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It is five to ten times easier to keep a customer we have than to get a new one - so taking customer satisfaction and retention seriously should be serious…
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What will sales teams look like over the next 5-10 years? How will we sell to and service our clients? Will our businesses actually require field sales representatives as all?…
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Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are…
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The combination of an increase in the use of technological and social media such as Facebook, LinkedIn, Wayne etc. coupled with the proliferation of data these systems generate - all…
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