Bob Schultek Author of The Gauntlet The most productive way to grow sales is to increase orders from current customers. As a result, many organizations, seeing themselves as suppliers of products or services, consider how to sell more of their offerings to their customers. But every supplier is just a hired hand…employed to do a job that produces benefits for a customer who doesn’t care about their products or services. Discovering how these benefits contribute to the …
Bob Schultek Author of The Gauntlet Increasing activity with current customers is still the most productive, profitable means of boosting sales revenue. And the service level experienced by the customer is a core driver of this increased activity. In today’s market, access to information is so effortless that many products are seen as commodities and the life cycle of a technical competitive advantage is a long weekend. Providing exceptional service, that saves your customer time and money, …
The most productive way to grow sales is to increase orders from current customers. Despite this proven fact, a Learning Dynamics study reports that more than 60% of companies do not consider customer satisfaction as a top priority. Reasons for customer dissatisfaction include: Few supplier personnel are aware of what customers actually do with their products or services; In about 20% of companies, sales people do not follow up with customers; senior managers do not …
Counting our blessings during Thanksgiving often generates optimism and energy. Optimism, as it turns out, makes a difference in business metrics like productivity, customer satisfaction and profit. Why? Because optimistic people expect to succeed. When they encounter obstacles, they try harder – instead of giving up, they find ways to overcome the barriers and reach their objective. Leaders who are optimistic raise the aspirations of their people to see what’s possible and to achieve their …
[separator top=”40″] Earning your customer’s commitment requires many steps, and Grolistic has teamed up with SalesFitness™ to create 6 video resources highlighting successful techniques that produce thriving customer relationships. Your proposed solution often requires the successful completion of many intermediate steps that may affect multiple shareholders within the customer’s organization. The following video provides guidance on a productive means to earn the customer’s commitment to your proposal by summarizing points of agreement, presenting options and winning when the customer …
Marketing folks are fascinated by social media, but does investing heavily in social media really work? Does it help companies keep customers and find new ones? According to a Gallup research study of more than 17,000 social media users discovered: “Social media initiatives drive customer loyalty and acquisition.” This is the biggest myth about social media. The Gallup study indicates that “brand-sponsored social media initiatives have very little impact on customer decision making. Nor do …
Bill can’t understand why his people are discouraged and frustrated. After a couple of slow years, the company is busy again so there’s plenty of work. No fairness or compensation issues have been raised. He is keeping everyone aware of their progress and communicating his expectation that goals must be achieved to accelerate their progress. So why do many in the company seem so negative? Peter Drucker and other gurus have been credited with saying: …
