Customer Focus
Customer Focus
The sales process used by most companies today has changed very little through the decades. Their methods for selling are still rooted in a time when supplies were tight and vendors held the cards, when orders had to...
"From making a pitch to building a brand, designing a logo to closing the sale, this is a field guide to take with you to the front lines of today's business battles." From the best-selling author of the classic "...
Almost two-thirds of Americans’ waking lives are engaged with media of some kind, according to David Verklin and Bernice Kanner, the authors of Watch This, Listen Up, Click Here, and where consumers...
What values do customers seek in the marketplace? What do they want in products and services? How do they want businesses to operate? How do they want to be treated? And, how much sacrifice are they willing to make in...
In Uprising, Scott Goodson argues that movements have become the preferred method of social engagement and social change, and that businesses must seize the opportunity to use movements “to form a...
Developing a powerful business presence on the Web is only the beginning for companies. Smart marketers realize the goal is not to increase traffic to a site, but to achieve more sales, more subscribers and more...
Is it possible for buyers and sellers to ever trust one another? The words “sales” or “salesperson” and “trust” are rarely used together. The reason that buyers do not trust sellers—or the sales process—is because they...
In Treasure Hunt, Michael Silverstein augments the marketplace research and intimate consumer portraits he began in Trading Up (with Neil Fiske), offering a unique view into the low end of the buying...
A thought-provoking vision of tomorrow’s competitive environment that calls for the abandonment of yesterday’s conventional wisdom. Hanan contends that in order to compete in this new environment, enterprises must...
In The Zero Turnover Sales Force, author and top sales executive Doug McLeod offers ways for a company to create a stable sales force. The benefits of this include saving time typically spent...
