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August 19, 2020 - Quenching your customer’s thirst for value

Quenching your customer’s thirst for value

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert.

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November 23, 2009 - Is an engaged employee born or bred?

By Bob Lovler and Scott Wesley

Lots of people are talking about employee engagement because of its relationship to a number of outcomes like retention, performance and customer loyalty. There seems to be a predominant focus on how to create (or breed) engaged employees through specific leadership and management practices. Узнать больше

November 5, 2009 - Leading by "remote control"

By Carl Eidson

One of our managers just had a group of employees move to home offices. As he described the situation, he acknowledged some worries. “What if they’re not as productive?” he asked. “How do those who are not used to working independently keep from getting distracted? How do I keep them motivated and focused?” Узнать больше

October 8, 2009 - Can your sales managers answer the critical questions burning in the minds of salespeople?

By Carl Eidson

In these tough economic conditions, it’s easy to believe that most sales forces are doomed to poor results and low morale until the economy turns around. But is this really the case? My informal observations across 10 companies and 8 industries would suggest—NO. Узнать больше

September 8, 2009 - If you want business results from learning, get managers involved

By Ed Emde

This past June we surveyed professionals attending the ASTD International Conference about what they are doing to make sure learning transfers to the job. As people began to fill out the survey, we kept hearing a common question: “Should we fill this out based on what we know we should be doing or based on what we are doing now?” Узнать больше

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