Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these neighbourhood families that pop in at least once a week for some pizza, garlic bread and Coke. On an average, one customer spends about $30 per week. But let's assume they spend just $20. Imagine you did something that bugged this customer, but he or she never told you about it. What would you stand to lose if they left?

Its simple math: You lose $20 x 50 weeks. That's equivalent to $1000 a year.

If you lost just 10 such customers per month, you'd lose about 100 clients a year.

That's $100,000 that could be in your back pocket if you were a little complaint-conscious.

That Doesn't Happen in Our Business: The Denial Syndrome

Overtly it won't. In a Bain & Company survey of major corporations, they found that on average, U.S. Corporations lose half their customers in five years. Notice, it wasn't 'one year' or 'suddenly'. Clients have a tipping point. They get unhappy bit by bit and then its camel-back-breaking time. So, if you think that all your customers are happy with you-they aren't. It's a basic fact of life.

What's really weird is that you can't measure how much business you're really losing. A study was done on a bank, they found they had as many accounts as they had a year ago. What they failed to measure was how most of the people had 'silently' transferred the money out into other banks and the closure of the account was a last measure, somewhere down the line.

The same thing applies to your customer. Like a patient Buddha, they will seemingly appear to put up with everything, till suddenly you find they don't use you anymore. This is a classic flight of business. You hear nothing of it, till it's almost gone and it takes a mammoth effort just to hold on to the business.

If you look at it from another perspective, you might even be getting equal to or slightly less business from your customer. Naturally this doesn't ring any alarm bells. However, if you've been watching carefully, your customer has probably grown bigger and richer in the past few months or years. If your business with them has not grown exponentially, you are actually LOSING OUT.

No matter how successful your business, you will always have scope for improvement. Best of all, you will always have complaining customers. Don't deny the fact. Accept it and then do something about it.

The Real Reason Why You Lose Customers

Last month we went to KFC to pick up some chicken and chips for dinner. On the way home we discovered that the chicken and the chips were soggy and tasted terrible.

How would most customers react? It would depend on their history with the product, but most people would grumble and simply not go back. We complained. We picked up the phone and called the toll free line at KFC. They asked us to place our order. We said we didn't want to place an order, we just wanted to complain. They said, "We don't take complaints on this line. You'll have to call the manager at the branch where you bought it and talk to him."

Now Why Would I Bother To Go Through All That Trouble?

It's easier to never go back. All that money that KFC spends trying to get new customers is going down the drain and out the back door because they don't have a complaint line.

Most companies act precisely in the same manner. For one, they have no real complaint department. If clients are unhappy, they feel embarrassed to complain and because no route has been cleared to vent their feelings, they avoid it completely.

Then they leave.

Obviously, you can't wait for something to go wrong. Your job is to find ways to get the client to complain. If they complain, you are getting feedback that is extremely valuable and is probably relevant for all your other clients as well. Best of all, empowered with a complaint channel, a well-trained client will complain at every juncture giving you the opportunity to fix the problem and regain their trust.

How Companies React to Complaints

Virgin Airlines CEO, Richard Branson, sometimes makes an appearance at the gates when a flight is late, apologising profusely to all passengers as they check out. How mad would you continue to be if you ran into a situation like this?

Yet most companies detest complaints. Living in their ivory towers, they refuse to believe that any of their clients would leave. So they never ask for feedback. On the rare occasion that clients get mad enough to put it in words, it's too late. Even then, a complaint is treated with nuisance value.

The first step a company takes when dealing with complaints is that they fix it.

Yeah, Right!

Because of their crummy service, the plane took off without you, you missed your meeting and lost more than just your temper. Do you think, just replacing something is going to erase all that trouble? It's going to take much, much more.A simple replacement is never the answer. It has to be a heck lot more than just a numb 'sorry' . You've got to woo the customer back like you would with the girl that you had your eye on. Going down on your knees and begging for forgiveness is a start. Then you've got to lay it on thick and the thicker the better.

The Problem With Zero Defect

Lots of companies ran themselves into the ground trying to achieve zero defect. In an unpredictable world like ours, that goal is unreal. Even the best of intentions aren't much use if you run into a flash flood. Clients recognise that. However, it's up to you to have a disaster recovery plan in place.

When I say that, I don't mean a grandiose 'in case of a nuclear attack' plan.

At Nordstrom stores across the U.S., salespeople are empowered to do 'whatever it takes' to fix a problem, even if it means going to the store across the street and buying the product at a higher price. It's called the art of immediate recovery, and it assumes that something will go wrong and you will have a Plan B to fix it. The more you prepare yourself for this inevitable event, the less chance the client has to complain.

More often than not, a complaining client is complaining about everything but the product. Ever see people complaining about the food at a restaurant? The principal purpose of the restaurant is food, yet people leave because of loud music, bad service and everything else. Your job is to assume you're a restaurant and find out what your 'everything else' is.

Getting Complaints is Like Winning Lotto!

1) What you need to do to ensure a regular stream of complaints. Dump the feedback form and go out and ask your customer's face to face. Do it regularly and have them know whom they can complain to, if anything goes wrong. There is no such thing as a silent customer.

2) Complaining customers are always very precise. They eliminate the vagueness of feedback forms. Listen to them, act on their complaints. It's not that they want to leave. They want to be wooed back. Fix the problem and then let them know how you fixed it.

3) They're giving you free feedback that would cost a fortune at a research company, so reward them. They've been inconvenienced on top of getting a bad product or service. That inconvenience factor deserves payment in the form of a reward over and above just fixing the problem. Customers who are bought back from the brink are extremely loyal and extremely 'noisy.' Treat them like the asset they are.

4) Remember, it costs eight times as much to get a new customer, than it takes to keep an existing one. Keep them at all costs. Atone for your sins.

5) Rule #1:The complaining customer is always right. Rule #2:When in doubt, refer to Rule #1

Ever wonder why one business wildly succeeds, while another business struggles to get ahead? As a business owner are you totally overwhelmed with constant technology changes? Is it really possible to take age-old psychology and create more customers, more profits and yes...more time?

The most powerful small business ideas, systems and strategies have existed for thousands of years. They've been tried and tested. And you'll find them here at http://www.5000bc.com -- explained to you in an easy to understand language, that you can implement right away.

In The News:

The Lowest Form of Sales Management  Business 2 CommunitySadly, too many managers seem to mindlessly echo the same meaningless mantra from some hopelessly outdated sales manager playbook. The answer to ...
Anue adds senior sales manager; Rawwater founder named honorary professor; ALTIVIA names VP of finance  Water Technology OnlineIndustry news: Anue Water Technologies adds senior sales manager; Rawwater's Robert Eden named honorary professor; ALTIVIA names vice president of ...
Focus on sales managers first | 2019-08-09 | Grand Rapids Business Journal  grbj.comWhen budgets are limited, the single most effective use of training money is not on the salespeople but rather the sales managers. Every sales organization ...
Notes From Synergy Group's Sales Management Forum  ContractorCHICAGO, IL — The Synergy Solution Group held their annual Sales Management Forum in downtown Chicago at the Thompson Hotel on July 14th-16th.
Shimano North America Fishing Appoints Jim Lupinski Senior Sales Manager  SGB MediaShimano North America Fishing Inc., a subsidiary of Shimano Inc., this week announced the appointment of Jim Lupinski as senior sales manager.
Why Macy’s Spooks Investors  ForbesMacy's blames the shortfall of earnings on a miss in key sportswear private brands and an accelerated decline in international tourism.
Townsquare's “Local First” Focus Continues with Addition of Top Sales Management  Radio FactsTownsquare Media Inc. announced today that Peter Bowen has joined Townsquare as Director of Sales for its Cedar Rapids / Iowa City, IA local media cluster.
Sales Manager at DH Marine  Shetland Times OnlineAn excellent opportunity has arisen for an enthusiastic and experienced Sales Manager to join a small team of people committed to providing great customer ...
Tim Musiek Joins Nitrous Express And Snow Performance As National Sales Manager  AftermarketNews.com (AMN)Tim Musiek has joined the Nitrous Express and Snow Performance team as national sales manager, the company announced. “As national sales manager, Tim ...
Stephanie Roman has been promoted Catering Sales Manager at Hilton Naples  Hospitality NetHilton Naples today announced that Stephanie Roman has been promoted from conference services manager to catering sales manager. Roman will now be ...
Marketing/Sales Manager job, Muizenberg, Capricorn Business Park  Bizcommunity.comOverview Family business requires a top-notch, focused and organised individual to join the team with talent and ambition to grow the business Once in a ...
Anue Water Technologies Adds Senior Sales Manager Sharon Paterson  Water OnlineAnue Water Technologies, the leading manufacturer of high-efficiency Ozone and Oxygen generation systems for the elimination of odor, corrosion and...
6 Keys to Success with Third-Party Sales  Business 2 CommunityManaging third-party selling is not easy. But in many sectors, it is very important! The intermediaries hold the key to increased income from existing clients and ...
Landgard: Changes in management and structures  FreshPlaza.comFreshPlaza, portal for the *fresh* produce industry, offering the latest news, job advertisements, pricewatching, and photo reports.
New Grape Sales Manager Joins Miller Family Wine Company  wineindustryadvisor.comSanta Maria, CA – Family-owned The Thornhill Companies is pleased to welcome Ian Fainer to the team as Grape Sales Manager for Bien Nacido Estates ...
Alliance Shippers Inc. appoints new Sales Manager  American Journal of TransportationAlliance Shippers Inc. announced the addition of Todd Sweders to the Chicago Regional Sales Team.
New Jamesway regional sales manager for Southwest Asia  Far Eastern AgriculturePradeep Kolte has been appointed as new regional sales manager at Jamesway for Southwest Asia as of July 2019.
Firms Capable of Diagnosing Salesperson Skills Gaps Outperform Other Firms by Eleven Percent in Meeting Sales Objectives  Customer ThinkNew research from the SMA and Qstream identifies five sales learning and development trends that are needed to train and retool sales teams to meet sales ...
Sales Performance Management Market: 2019 Worldwide Opportunities, Market Share, Key Players and Competitive Landscape Prediction To 2024  Market EconomyGlobal Sales Performance Management Growth Analysis, Share, Types and Analysis of Key Players- Research Forecasts to 2024.
Global Enterprise Sales Manager  SlatorNimdzi means knowledge. Nimdzi means analysis. Nimdzi means insight. Nimdzi is looking for an experienced and effective global sales professional.
Inovaxe Names Lisa Owens New National Sales Manager  I-Connect007Inovaxe has hired Lisa Owens as its new national sales manager. Based in the greater Fort Lauderdale, Florida area, she will cover the markets in USA and ...
Sales Manager - Paro  Built In ChicagoParo is hiring for a Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
How Quickly Can a Salesperson Become Productive?  RadioinfoPeady's Selling Engagement. Quick quiz: How long does it take for the average new salesperson to 'ramp-up' or be really effective?? Three months, six months, ...
Ask the coach – How can a team feel more connected and work?  Elite AgentWe all face the challenge of motivating our team, developing an awesome culture, like that at Google or Virgin, and seeing the big picture as we want to view it.
Auto industry bets big on scrappage policy  LivemintFaced with a massive sales downturn, India's automobile industry is betting big on a scrappage policy to revive demand for the already dented sector.
Clark named Timber Products hardwood sales manager  woodworkingnetwork.comSPRINGFIELD, Ore. –Timber Products Co. has announced the promotion of Doug Clark, former sales manager for National Accounts and OEMs, to hardwood ...
The SWFL 100 seeks outside sales manager  The SWFL 100The SWFL 100 is looking for motivated, outside sales managers to assist clients in developing and implementing *content* marketing programs. We offer a ...
Bailey Nurseries promotes Jim Kuon to regional sales manager  Greenhouse ManagementWith nearly 20 years of experience, Jim Kuon will oversee sales representatives who are covering the eastern part of the United States and Canada.
System of Insight Market, 2024 by Component (Solutions and Services), Applications (Customer Analytics, Operations Management, Sales and Marketing Management, Risk and Compliance Management) - ResearchAndMarkets.com  Business WireDUBLIN--(BUSINESS WIRE)--The "System of Insight Market by Component (Solutions and Services), Applications (Customer Analytics, Operations ...
Novamex - TIO Gazpacho - Regional Sales Manager - BevNET.com Beverage Industry Job Listing  BevNET.comAre you looking for more than just a job; for a company where you're more than just an employee, you're a team member; a place where you can earn above ...
Brett Thorstad has been appointed VP Sales Management at Sabre Hospitality Solutions  Hospitality NetSabre has appointed Brett Thorstad as Vice President Sales Management - South East Asia and APAC Joint Ventures. In this role, Brett will oversee sales ...
LinkedIn Sales Navigator will now surface more content for sales teams to share  Marketing LandLinkedIn Sales Navigator released product updates on Wednesday, adding more features for discovering and managing leads, a redesigned Help Center and ...
Brett Thorstad named Sabre's VP sales management SE Asia, APAC joint ventures  TTG AsiaSabre Corporation has appointed Brett Thorstad as vice president sales management, South-east Asia and Asia-Pacific joint ventures. In this role, Thorstad will ...
AC Moore launches online artist marketplace  Retail DiveA.C. Moore has launched a marketplace for artists and makers, called A.C. Moore Marketplace. Since introducing the platform in late June, more than 3,000 ...
Field Sales Manager  SustainableBusiness.comEstablished in 1997, Just Energy is a leading retail consumer company specializing in electricity and natural gas commodities, energy efficiency solutions, and ...
Third-Party Selling: Six Keys to Success from SalesLevers  JD SupraManaging third-party selling is not easy. But in many sectors, it is very important! The intermediaries hold the key to increased income from existing clients and ...
Bomag Hires Nelson as Director of Sales, West and Canada  Rental Equipment RegisterBomag Americas Inc. is announcing Matt Nelson as director of dealer sales, west region and Canada.
Sold Out Crowd Gathers in Peoria to Discover Leading Dealership Sales Management Strategies at the 2019 Dealership Minds Summit  Farm Equipment PublicationThe 2019 Dealership Minds Summit, held at the Embassy Suites by Hilton East Peoria Riverfront Hotel & Conference Center in Peoria, Ill., July 30-31, drew a ...
Regional Sales Manager, Enterprise Accounts - Arizona/Nevada - CrowdStrike  Built In AustinCrowdStrike is hiring for a Regional Sales Manager, Enterprise Accounts - Arizona/Nevada in Austin. Find more details about the job and how to apply at Built In ...
D-Link restructures sales management team for Switzerland, Austria and Southern Germany  TelecompaperD-Link has appointed Sebastian Boye as Key Account Manager for Business Sales for Switzerland and Baden-Wurttemberg, iTReseller.ch reports.
The Hunters and Farmers of radio Sales  Asia Radio TodayPeady's Selling Engagement. How You Sell Does Matter! Your selling style, or how you connect with a customer, more than anything else, determines sales ...
SBI extends repayment period for stressed auto dealers by up to 30 days  LivemintMUMBAI: India's largest lender State Bank of India (SBI) is extending loan repayment time for stressed automobile dealers by 15 to 30 days amid slowing car ...
Do We Need Sales People Any Longer?  Business 2 CommunityRecently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made a provocative suggestion, “Do we need outbound sales any longer?
We Reviewed Sales Interview Questions From 7 B2B Unicorns: Here’s What Sales Managers Should Look (and Listen) For  Business 2 CommunityChoosing the right sales interview questions requires careful thought and preparation. Each question needs to have a clear purpose so (1) you can find out ...
Brokk hires central Canada regional sales manager  Construction & Demolition RecyclingBrokk, Monroe, Washington, a manufacturer of remote-controlled demolition machines, has named John-Paul Duquette as regional sales manager for central ...
Field Sales Manager / Business Development Manager  Bike BizWebsite CAMS (Cycling Accident Management Services). Job Description: CAMS is the UK's premier cycling accident management company. We've helped ...
Marketing, sales tighten in LinkedIn Sales Navigator features update  TechTargetLinkedIn has added to Sales Navigator features for lead-listing, as well as integrations with Elevate for *content*-sharing in LinkedIn, Twitter and Facebook.
Jamesway announce new regional sales manager for southwest Asia  www.thepoultrysite.comWith that in mind, we are very excited to announce that Mr Pradeep Kolte has accepted a position with Jamesway and will be our new Regional Sales Manager ...
SureCloud names Jon Taylor-Goy as Sales Manager for EMEA  Prolific LondonSureCloud, a provider of cybersecurity services and cloud-based, Integrated Risk Management solutions, has appointed Jon Taylor-Goy as EMEA Sales ...
How to Empower Your Sales Team With Thought Leadership  Business 2 Community*Content*, and specifically thought leadership, is now recognised as the perfect means to help drive the business development (BD) process. Sharing *content* with ...
If We Fixed Sales Execution, Would We Fix Sales?  Business 2 CommunityLet's try a thought experiment. You will see some of the assumptions are very simplistic, they will become obvious as we move through the thought experiment.
Sabre Appoints Brett Thorstad as Vice President Sales Management - SEA and APAC  ASIATravelTips.comSabre has appointed Brett Thorstad as Vice President Sales Management - South East Asia and APAC Joint Ventures. In this role, Brett will oversee sales ...
Digital Content Management for Sales Market Phenomenal Growth by 2025: Including Key Players Brainshark, DocSend, Highspot, SpringCM  Indian ColumnistGlobal Digital *Content* Management for Sales Market Size, Status and Forecast 2019-2025 is latest research study released by HTF MI evaluating the market, ...
Business roundup: Marblehead Realtor among top performers  Fremont News MessengerMARBLEHEAD -The Ohio Association of Realtors awarded Tomi Johnson with the Pinnacle of Performance Award of the OAR Presidents Sales Club. Johnson ...
2019-2024 Global and Regional Customer Communication Management (CCM) Industry Production, Sales and Consumption Status and Prospects Professional Market Research Report  Financial NewspaperCustomer communication management (CCM) is described as an advanced derivative of enterprise *content* management (ECM) technology. The customer ...
Reflektive Names Greg Brown as Chief Executive Officer  HR TechnologistSAN FRANCISCO – Reflektive, the leading people management platform, today announced Greg Brown as Chief Executive Officer. An expert in leading ...
Sierra Nevada Brewing Company - Market Sales Manager - Cleveland/Columbus area - Brewbound.com Craft Beer Job Listing  Brewbound.comThe Market Sales Manager in the Cleveland/Columbus area is responsible for executing within key on- and off-premise accounts by growing sales and market ...
Why Start Your Digital Transformation Now (Part One)?  Automation WorldAs a manufacturing leader, you've likely heard a lot about the efficiencies and productivity gains realized from having a single digital thread that connects your ...
Sales Operation Specialist - German native or fluent in North Holland, Amsterdam  IamExpat in the NetherlandsAdams Multilingual Recruitment is hiring a Sales Operation Specialist - German native or fluent in North Holland, Amsterdam. Are you an expat looking for jobs ...
VP, Strategic Sales Operations - Sphera  Built In ChicagoSphera is hiring for a VP, Strategic Sales Operations in Chicago. Find more details about the job and how to apply at Built In Chicago.
ZINFI Partner Portal Plays a Key Role in NEC Upgrade Campaign Executed by Central Telephone Sales and Service  GlobeNewswireNEC Partner Uses the Partner Portal to Download and Co-brand Direct Mail Brochure in Coordination with a Telephone Campaign Touting Phone System ...
Ultimate dream job in the Maldives pays you to live and work there for six months  Nottinghamshire LiveSpending six months on a beautiful, remote island sounds like just what the doctor ordered. But of course a holiday of that length would be far too expensive for ...
Marketing Manager  Charlotte AgendaOverview: The Marketing Manager builds and drives strategy, innovation and marketing initiatives in the away from home marketplace, primarily in the ...
Berkshire Hathaway HomeServices Commonwealth Real Estate selects Ed Tranter as Sales Manager for new Belmont location  APN NewsNATICK and BELMONT, MA: Berkshire Hathaway HomeServices Commonwealth Real Estate (http://commonmoves.com) today announced the appointment of ...
How a new MIT recommendation model can help retailers predict customer trends  MIT Sloan NewsThe algorithm calculates customer trends and the most effective targeted promotions.
Territory Account Manager - Texas, Colorado, and the Toronto/Niagara area of Canada  FreshPlaza.comFreshPlaza, portal for the *fresh* produce industry, offering the latest news, job advertisements, pricewatching, and photo reports.
The Relationship Between Customer Retention and Profitability Explained  Business 2 CommunityEvery business needs to be able to make and increase profits. We go to exhaustive lengths to find new ways to make our businesses more profitable, but ...
NKK Switches Appoints Abraham Macias As New Western Regional Sales Manager  CloudWedgeIn a bid to increase the rate of sales revenue in the US western region area, NKK recruited the services of Abraham Macias as its sales manager for that region.
Cefla expands Canada sales team  woodworkingnetwork.comCHARLOTTE, N.C. -- Cefla North America has increased its Canadian presence with the addition of sales area manager Kyle Grodzinski. He will cover Ontario, ...
Wells Fargo Advisors to Cut Branch Complexes  AdvisorHubWells Fargo Advisors is trimming more costs from its branch-management structure, cutting the number of complexes in its retail brokerage network by around ...
Sales Performance Management Software Market Growth and Technology Advancement Outlook 2019 to 2025  ScoopJunctionThe report presents an in-depth assessment of the Sales Performance Management Software including enabling technologies, key trends, market drivers, ...
Dream job alert: Get paid to be a bookseller in the Maldives  Metro.co.ukA stunning resort in the Maldives is looking for its next 'Barefoot Bookseller' - where they'll employ one person to run its bookshop on the island.
Social Marketing Management Software Market SWOT Analysis by Key Factors from 2019-2025 | Sprout Social, Hootsuite, Falcon.io  Daily Research ChronicleThe report examines the global Social Marketing Management Software market keeping in mind this the expansion & development, trade chain, import & export ...
The Sales Person As “Contextualizer”  Business 2 CommunityContext is everything! Each of our customers is different, each company has different goals, strategies, priorities, challenges, cultures, values. Though they may ...
Looking for a new job in the agri world?  AgrilandEvery month job opportunities become available in the Irish agri sector, allowing people to pick out the perfect roles for themselves.
Malouf Promotes Eric Holmstead as New National Sales Manager  Furniture World MagazineMalouf announced that it has created a new National Sales Manager position and have promoted Eric Holmstead, former central district manager, to fill this new ...
Developing Vital Domain Knowledge in Your Analysts  Quality DigestHow do you develop domain knowledge in your analysts, so their data use, interpretation, and recommendations make sense? I've mentioned in a previous ...
These are the most in-demand job skills in South Africa right now  BusinessTechJobs portal CareerJunction has published its latest jobs index, showing which skills are in the greatest demand in South Africa right now.
Despite PFAS concerns, DEP allows compost sales to public  Kennebec Journal & Morning SentinelUNITY — State environmental regulators have allowed companies to sell compost made with treated municipal sludge to the public this summer, even as they ...
Retail Week: EPA’s California response on glyphosate, planting numbers, equipment sales slide  CropLifeEditors Paul Schrimpf and Eric Sfiligoj share thoughts on EPA's rebuff of California glyphosate labeling, tough news for soybean plantings, and flagging ...
Indian River Consulting Adds McKinnon Shisko to Team  ACHR NEWSINDIALANTIC, Fla. — Indian River Consulting Group (IRCG) welcomed McKinnon Shisko as a senior associate as it continues to grow its team to meet the ...
Toter adds two executives to sales team  Construction & Demolition RecyclingTim Veasman has joined as the company's Professional Products channel as national sales manager, and Mike Natelborg will serve as Toter's eastern division ...
Beauty's Fast and Furious Frontline Growth  WWDBeauty Barrage marks a three-year revenue growth of 365-percent, scooping acknowledgement as one of the fastest-growing private companies.
US tech consultancy announces senior Manchester team  Prolific NorthSlalom, which earlier this year announced plans to employ more than 200 people in its Manchester office, has revealed recruited some of its senior team.
Who's hiring for marketing roles? 54 open marketing jobs in Charlotte, right now  Charlotte AgendaJob hunting for marketing roles? Here's a quick list of *fresh*, open marketing jobs in our city right now. It's a good time to be a marketer in Charlotte as high growth ...
Commerce and NRF report July retail sales gains  Logistics ManagementCommerce reported the July retail sales, at $523.5 billion, were up 0.7% over June and up 3.4% annually, and NRF reported that July retail sales increased ...
Water Treatment Sales Consultant with Management Development Track | Careers  MarketScale IndustriesChem-Aqua is the wholly owned water treatment subsidiary of NCH Corporation, a privately owned specialty chemicals, maintenance supplies, and services ...
Clinical Trial Management Systems Market 2019 Company Coverage Sales Revenue, Price, Size, Gross Margin, Main Products 2019-2025  Global Banking And Finance ReviewGlobal “Clinical Trial Management Systems Market” gives a dynamic review of the market including definitions, division, applications, key suppl.
Bob Rosenthal, 2019 Icon  Idaho Business ReviewBob Rosenthal, known and loved as an announcer for Boise State Broncos football games, was recognized as one of Idaho's 109 Icons. Read his story.
New Charleston-area development for hundreds of homes offering first units  Charleston Post CourierThe first homes in a planned 357-unit community will soon rise in a new Berkeley County development.
Magellan's funds management revolution  The Australian Financial ReviewMagellan's revolutionary new listed investment trust (LIT) is a game changer for the stockbroking, financial planning and funds management industries as the ...
Ad Operations Campaign Manager job, Johannesburg, Northern suburbs  Bizcommunity.comAn exciting opportunity to join the digital division of one of the largest and most diverse media houses in South Africa. The ad ops campaign manager role ...
Why New Sales Managers Need More Training  Harvard Business ReviewMost sales leaders would agree with what one sales vice-president once told us: “If your first-line management is broken, the entire sales force will be ineffective.
This week's Movers & Shakers  Show House NewsWe take our weekly look at housebuilding and supply chain appointments and promotions, including Anwyl Homes, Baker Estates, Cavanna Homes and Gentoo ...
Marshall Leasing appoints John Couppleditch  FleetNewsMarshall Leasing has hired John Couppleditch to their account management team, replacing the retiring Paul Tyler.
5 Things Every SaaS Salesperson Should Know About Marketing  Business 2 Community“Let's get ready to rumble!” Do the famous words of ring announcer Michael Buffer play in your head every time you meet with your marketing team? Trust me ...
Multivac unveils management team for Fritsch Group  BakeryAndSnacks.comMultivac has announced Andreas Eyd and Frank Gabriel will take over the operations of its newly-acquired Fritsch Group as of August 1. Fritsch specializes in ...
Theo Laborey has been appointed Senior Sales Manager at FCS Computer Systems at FCS Computer Systems Bangkok Office  Hospitality NetLeading hospitality mobile technology platform provider, FCS, has appointed Theo Laborey to head up the company's sales office in Bangkok, Thailand. Prior to ...
Flexible workspace franchise partners program launched  Troy MediaIWG, a leading international flexible workspace provider, announced on Tuesday the official launch of its franchise partners program in Canada.
How to Quickly Create Empathy-Based Connections With Sales Prospects  Business 2 CommunityCan you pick my passions? Recently during the Q&A after my Turning Conversations Into Customers webinar, one of the attendees asked, “Do you have any ...

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

Want to Increase the Amount of Business that Your Firm is Getting?

Business development is important for every business and refers to... Read More

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

As spring moves to summer, the forecast should be for... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

The Get Dangerous Quickly Approach to Product/Service Training

In 2000 a computer distributor hired me to help them... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its... Read More

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... Read More