Customer Focus
Customer Focus
Creating and delivering strategic sales presentations is challenging because they are usually given to high-level executives and must fit into a company’s defined sales strategy. In Strategic Sales...
We have all been treated rudely or thoughtlessly by a cashier, clerk, waiter, or manager at some point. Most people probably do not have to think back too far to find an example. But why does this happen? Why should...
In Wired and Dangerous, Chip R. Bell and John R. Patterson assert that customer service is in a transition phase between the age of technology and the age of the customer. Today’s customers are...
In Bottom-Line Selling, sales consultant Jack Malcolm stresses that just knowing a customer’s needs is not enough for today’s sales professionals. Instead, they must understand their customers, their...
In Emotional Intelligence for Sales Success, Colleen Stanley introduces sales associates to the idea that oft-ignored emotional intelligence skills such as empathy, rapport, emotion management, and...
In The Amazement Revolution, Shep Hyken states that when the people involved in an organization do what is right by customers and employees, a certain amount of customer service, marketing, and sales...
In Principled Selling, David Tovey explains that businesses must abandon their old heavy-handed, cold-calling sales approaches and instead use social media to determine what actually stimulates today’s...
Selling is something that elicits mixed emotions. Some people take to it naturally and others continually struggle to get it right. In this second edition of ProActive Selling, William “Skip” Miller...
Too often salespeople get mired in the details of a deal and the product they are touting and forget to focus on the key component of a transaction—the customer. In How to Sell Anything to Anyone Anytime...
Lee Odden, author of Optimize, believes that no company is too small or too large to benefit from a customer-centric online marketing strategy that optimizes their web presence. To be successful...
