Managing Customer Value
Are you missing opportunity in the way that you manage your vendors. Shawn Casemore, the author of Operational Empowerment: Collaborate, Innovate, and Engage to Beat the Competition thinks that way. Shawn is my guest next week to discuss operational empowerment and how companies are leaving valuable knowledge and opportunities on the table. And it is just Read More …
Is Selling a Team Sport? I think so, and so much so that I wrote the eBook, Lean Engagement Team. In the book, I concentrate on the development of a sales and marketing structure that can support customer engagement through out the organization. This structure will be self-organizing at times and provide for customer touch Read More …
A classic study of sales calls made by Dartnell and McGraw Hill produced the following fascinating statistics: 1. 80% of all sales are made only after 5 or more contacts 2. 48% of all salespeople give up after the first contact 3. 25% give up after the 2nd contact 4. 17% give up after the Read More …