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There is no denying that people buy from people, but keeping customers may take more. Clients stay with companies, rather than just following even the best rep. Read More

"Candy is not enough, so ditch the gifts and meals. Become an expert. Learn everything you can about your customers’ businesses, know your products and services inside and out and help your customers grow. Help your clients get the brass ring they’re vying for and they’ll reward you with good busin Read More

Washington does not own a monopoly on brinkmanship. 11th hour negotiating is an old business tactic. Here are 5 ways to circumvent or minimize the impact. Read More

When do Negotiations Begin?

When did your customer start negotiating with you? When we think in terms of process, we compartmentalize elements with defined boundaries. Separating the different "parts" of sale helps us understand and manage the journey, but buying and selling, like people are or Read More

Which is most important to your organization, quantity of followers or doing business with the right customers? Do you you know who you best customers are? Read More

There were times with clients when I felt like a mind reader, clairvoyant moments when I wondered if I was actually reading minds. You can develop this skill. Read More

Merchants and retailers are often on the front lines of managing payment card fraud. Online businesses face a unique challenge because all purchases are made as a “card not present” transaction. But there are red flags to look out for and security measures to put in place that will help minimize lo Read More

Features and ROI don't fire your customers up because they have their own customers on their mind. How are you and your products and services helping them acquire new customers and improve their customers' experiences? Read More

Why has making money, bringing home the bacon, become socially unacceptable in many circles? We who enjoy the life capitalist nations offer are dependent upon someone to sell the stuff we produce. From my side of the table, I expect the sales team to be treated like heroes and always shocked when s Read More

Too often, both we and our customers get so caught up in activities that we lose sight of what we are trying to achieve. A few weeks ago, I was participating Read More