Grolistic

Customer Centric Synchronization

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In customer-centric organizations, the entire enterprise is synchronized to deliver promised value. Sustaining preference with your customers over time requires commitment: to remain engaged and aware of their vision, goals and strategies; and to consistently produce the strategic value you promised. You can’t generate value for customers unless you thoroughly understand their business – what differentiates them, how they make money. Since every business changes over time, it is essential that customer relationships be sustained on …

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3 Decisive Moments That Drive Sales Success

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There are three decisive moments in the selling process that drive your sales success. Acting with focus and urgency during these key moments will earn you the customer’s business, and his or her enduring preference. 1. Your “First Contact” Moment: Be customer-centric. Focus on learning their story, needs and goals. Prospects become customers once they confirm how you will perform for them, will support them, and will exceed their expectations by fulfilling their needs, helping …

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What Behavior Do You Require?

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Why They Don’t Know What You Expect   Glenn had just finished describing his year-end performance review process and how each person had reacted. He paused and said:  “I’m so frustrated! After all these years of working together, many of the people who met with me still don’t understand what I expect from them.” Performance review discussions are more than grading exercises – they are unique opportunities to have substantive, one-on-one dialogue with each person who …

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What Defines Success For Your Customers

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Defining Success    “Customers pay only for what is of use to them and gives them value.” Peter Drucker – Management Expert“You can have everything in life you want, if you will just help other people get what they want.” Zig Ziglar – Business Performance Expert “The customer defines what product or service is fit for use.” J.M. Juran – Quality Expert “Understand what’s important to customers.” Andy Fromm – President, Service Management Group   “Delivering a …

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Do Your Customers Prefer You?

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Defeating Commoditization Tom was concerned that his business was becoming increasingly commoditized. More and more often, his customers were specifying what they wanted, as if they were reading from a product bulletin. Tom’s sales team was generating quotes in response to these requests. There was little dialogue with the customer beyond responding with price and delivery, or reacting to some competitor’s quote. I asked Tom: “What makes your business unique…what offering do you own?  Why …

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News

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There are only 3 Ways To Increase Sales– Customer Partnering Overview Your business must grow…or die! Sustained Profitability Newsletter   Discover the benefits of customer-partnering with your customers and within your company Collaborate or Be Commoditized GrowthPointe Newsletter   Customers care only about the value we can produce for their business. No-excuses growth partners can help you grow

Spiritual Formation Workshop

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Pointe Vierge offers formation and guidance in facing the complexities of a lived life; business, career, beliefs, decisions, and critical issues. We seek to establish an “ensouled” foundation.

Events in the international and national scene point up the need for ongoing grounding in our values and establishing alignment between our personal inner core and our concrete daily lives.

We believe that this alignment is essential in developing a mature response to life’s issues of ultimacy and intimacy. It is core to spiritually grounded decision making.

Our founding partner, Vic Pergola, has spent years in preparation (ongoing) in building a competency in a number of fundamental disciplines to this effort: depth psychology, theology, scripture, Western and Christian history, and the traditions of spirituality.  Please join us!

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Correct Your Fuzzy Focus

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Carve Out Time to Concentrate on Performance The forces of distraction keep growing stronger and each is competing for your attention.  Do you find it increasingly difficult to pull away and focus on the needs of your business? Phone calls, emails, text messages and browsing for the answer you must have right now keeps you rooted in the here and now.  Our technology makes it easy to react to these forces, so our ability to …

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A Reflection On Delta…

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DELTA: “Delphi” (“The Oracle”) The oracle at Delphi held a place of honor amongst ancient peoples, not only the Greeks. As we approach the Olympic Games in London, it is good to remember that Delphi was one of four sites for the ancient PanHellenic games, the precursor of our modern Olympics. The Oracle was dedicated to Apollo and from its hearth an eternal flame was kept to “light up” historic moments in Greek history. Our …

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Is Your Order Conversion Ratio Too Low?

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“Where Are The Orders?” “Why aren’t we converting more of our quotes?  Our biggest investment last year is failing…I’m concerned.”Last year, Sam’s company launched a new product that they were convinced was a winner.  But after six months of losing more orders than they were winning, Sam’s frustration is peaked and his team is discouraged. The new product was developed with customer input and has the potential to produce unique benefits for their customers.  But …

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