“So Jonathan, are there too many salespeople in the world?” That’s not really a question one expects to be confronted with at a private dinner party. Unfortunately, like those poor medical practitioners who are regaled with requests for advice on everything from ingrowing toenails to haemorrhoids, I have kind of accepted that if any of […]
How Much Did That Lead Cost You – Honestly?
Here’s an interesting question for you: How much is it costing your company to generate one lead? Here’s another equally interesting question: How many leads does your company need to generate to create one sale? I have spent the past two weeks asking those two questions of friends, colleagues, fellow sales commentators, clients, and prospects […]
How High is Your “Customer Turnover”?
It’s interesting that we regularly read articles or comments about high levels of staff turnover, but it is very rare to discover any commentary about “customer turnover”. It is almost as if it is a taboo subject, that there is shame or embarrassment attached to it… Why? I suppose it is an admission of failure. […]
Five Magic Words and the Sales 3.0 Customer
Customer Expectations Have customers changed? In a word – yes! But you knew that already. How have they changed? They: Are more demanding Have higher expectations Have a more pressurized lifestyle Want everything, but don’t necessarily want to pay for it Are less tolerant Want more for their money, time and effort Are driven by […]
My Epiphany of Almost “Damascus Highway” Proportions
When a colleague loaned me Stephen Covey’s “The Seven Habits Of Highly Successful People” many years ago, it took me about three months to get round to reading it – I now realise that I wasted those three months! In fact, I read it three times in order to ensure that I had fully digested […]
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