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Monthly Archive for October, 2012

: October, 2012

Loyalty, Customer Service, and Sales

I recently completed delivering a training session at a client site that took me nearly fully across the country. Using the opportunity to visit friends I don’t get to see too often on the West Coast,

Aiming the Arrow at the Target

Business results are down, sales are in decline, errors are creeping into production, profits are in decline, margins are in a freefall, and things just aren’t being done as effectively and

Do You Measure Customer Equity?

As a business person, executive, or entrepreneur there are many specific measures employed to gauge business success. Some of them are quite familiar to business people; profit, sales dollars, market

Should we Give Cold Calls the Cold Shoulder?

As a trainer and consultant, I often am asked to help sales forces hone their skills in prospecting, sales methods, sales call techniques, etc.  Among the clients or prospects that inquire about those