The real power of testimonials comes from the fact that they're not polished...they're authentic and from the heart. When we receive positive testimonials from clients, it might seem difficult to ever find fault with them. After all, if they’re saying…
The service you provide is professional, but when a customer recommends that service to someone they know, it then becomes a very personal act. It demonstrates a high level of trust that someone has in you...and that's not to be…
Businesses don’t buy from businesses. People buy from people. Go out of your way to do the little things that form a personal connection that is unique to you. What are some best practices for getting through to decision-makers? Not…
When your website turns people off after you send them there, you are only widening that gap between brand marketing, execution, and customer loyalty. Retail businesses monitor social media sites and customer service. According to a report released by Forrester,…
We needed to look at the world, and in this case the situation, from another set of lenses - not the ones we were used to viewing situations with. Throughout the course of history, humans from different parts of the…
So, what separates the great channels from the “not-so-great”? Great channel organizations truly focus on what really matters. By doing so, these companies and their people are able to accelerate revenues, increase market share, and continually stay “top of mind”…
How do you view yourself as a salesperson? What would happen if you changed that perspective? Sales still slumping along and not where you want them to be? Maybe you need to change your role. Marcel Proust wrote: "The real…
Customers and prospects want to know that you understand their issue, tell them how you’re going to fix it and how much it costs…pronto. There are several ways to deliver your sales message in an engaging way that will earn…
They key here is to make it easy: ask questions that would form the basis of a testimonial, write it up on the customer’s behalf and send it to them for their quick approval. Chris and I try to stay…
This year, the company I had been using for the last several years was unresponsive when I tried to schedule service. Coincidentally, I received an email from one of their competitors offering the same service for the same price, so…
Virtually everyone today is embracing technology, from smart homes and cars to the IoT. So, is this technology replacing salespeople? Our world is changing every day - faster than many of us can handle. Generation Z, the first to be…
Testimonials provide a level of credibility that a sales conversation doesn’t instill. Every salesperson knows that client testimonials are like gold in the sales process. The right testimonial can avoid the need for lengthy reference sharing. It can keep you…