by steve | Dec 17, 2015 | General, The SalesPulse
DO YOU KNOW WHAT VALUE YOU CREATE? This is a definition of selling I use with non-salespeople and managers. “Selling is matching your customer’s needs and wants, with your products and services, in such a way that they perceive better value from you than from...
by steve | Sep 14, 2015 | General, The SalesPulse
THREE CHARACTERISTICS OF A GREAT CUSTOMER EXPERIENCE Welcome back. I do hope you all had a good summer and if you took some time off that it was relaxing and enjoyable. We all know the importance and benefits of having a great customer experience, and the negative...
by steve | Jul 23, 2015 | Business Comment, Sales, The SalesPulse
STRATEGIC ACCOUNTS: GETTING THE BALANCE RIGHT Last month’s SalesPulse had the title Strategic Accounts – are they important? As no one has said anything to the contrary let’s assume they are. But aren’t all customers important? Well the answer...
by steve | Jun 25, 2015 | General, The SalesPulse
STRATEGIC ACCOUNTS, ARE THEY IMPORTANT? What a stupid question, of course they are. Typically they account for more than 60% of most companies’ income; they are thought leaders and advance a company’s position in the market; most of a company’s top...
by steve | May 26, 2015 | Business Comment, Sales, The SalesPulse
WHATEVER HAPPENED TO SELLING? Nine years ago this month we published the first issue of The SalesPulse with this title. The run up to the election and a question I was asked about a sales methodology provoked me to revisit it. The thrust of the original edition was...
by steve | Apr 28, 2015 | Business Comment, The SalesPulse
PARTNERING FOR SUCCESS This month’s SalesPulse brings you the key learning points from our annual business conference which was held on 22nd April at the NEC. The topic was Partnering for Success, and the event turned out to be a great success. Using the Net...
