The age-old debate—nature versus nurture is a common theme that pops up for managers who are seeking the right sales candidates. It’s an important question: Do people have an innate personality ability to sell (nature) or is it a skill that can be taught (nurture)? If proper coaching is one of the biggest factors in […]
Sales lore is filled with slogans, and you've probably heard this one a million times: it's not what you say but how you say it. Do you believe that's true? When it comes to sales, I believe it's both what you say and how you say it. The best-worded message can lack authenticity if it's delivered […]
You just need to practice, practice, practice in order to expect the best. Hello, my name is Monica and I'm a So You Think You Can Dance fan. I might as well admit it; I'm pretty much hooked on all reality TV dance shows. Friday night I was in the audience of the Season 7 So […]
As a customer, how do I know what I want… if I don’t know what’s possible? It's as though I'm blindfolded. I was on a flight recently. We’d just been advised to turn off all electronic devices so I had to close my Kindle and was forced to choose between quiet contemplation and reading the […]
As a consultant, I frequently have discussions with clients about the delicate balance required to keep current customers happy and loyal while also utilizing the necessary resources to woo and win new customers. This issue is highlighted in a great article by James Surowiecki in The New Yorker.The entire article can be found here, but the […]
Get to the HEART of Customer Service // ILS Newsletter: September, 2010 New on YouTube 5 Core Principles of Customer Care 5 Keys to Implementing a Successful Customer Service Strategy 1/5 — Lead and Inspire Engineering Your Next Sale: Salespeople in the Feedback Loop By Seth Brickner You understand the importance of keeping your pipeline filled with your […]
Get to the Heart of Customer Service // ILS Newsletter: August, 2010 New on YouTube 5 Core Principles of Customer Care 5 Keys to Implementing a Successful Customer Service Strategy 1/5 — Lead and Inspire Developing a Customer Experience Strategy in a Cloudy World By Malcolm Carlaw Featured in TSIA’s quarterly edition of Inside Technology Services. […]
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