Why Top Sales Reps Quit
Every sales manager’s worst nightmare is the surprise resignation of a top sales rep. Sooner or later it happens. So, what went wrong?
DetailsCut the Crap
Every day we are bombarded by overly complex, jargon-rich messages from every media source: radio, TV, internet, and print. I am sick of it. How about you?
DetailsNiche Marketers Price Based on Value
Niche marketers should price their products and services based on the value received by the customer: it is the customer’s perception of value that counts. If you calculate price based on cost and/or the competition, you are not in a niche market or you are pricing incorrectly.
DetailsMore on E-mail and Negotiation
As a follow up to my diatribe on e-mail communication and in response to the many questions about e-mail practices specific to negotiation, I dug a little deeper. Here is what I found out.
DetailsManaging Customer Conflicts
Interpersonal conflict happens. It can happen with new customers, with prospective customers, or with major accounts. From time to time in a customer/supplier relationship, disagreements can happen over quality, failure to meet commitments, or interpersonal dynamics. When problems like this happen you can quickly get stuck in a stalemate with a customer. Until the problem is resolved, you probably won’t be able to go forward or do business.
DetailsNiche Marketing Versus Mass Marketing
What’s the difference between niche marketing and mass marketing? I get asked this question a lot. The answer is simple.
DetailsThink Twice Before You Send That E-mail
When communicating with a customer, which is the best method or channel of communication: face-to-face, phone, or e-mail?
DetailsNot Everyone Plays Fair
Not everyone plays fair. You learned this as a child on the playground and I bet that you are still learning that some people will do most anything to get what they want. This includes lying by omission, misrepresenting facts, and manipulation.
DetailsMany People Still Use Dial-up
As is my tradition, I sent out a Jackson family Holiday letter to friends, family, and colleagues. Although many of the letters were sent by “snail-mail”, I also sent an electronic version to a subset list, which included Internet sophisticated people. The letter included photos and a word document. Simple stuff really.
DetailsNegotiation Begins With You
Negotiating makes many people uncomfortable, so they avoid it or just don’t do it. By taking this stance, they only hurt themselves by letting others take advantage of them. By not negotiating, they don’t get what they want or deserve.
Details