How Do You Know Your Sales Training Works? (Part 1)
"Big data" is a hot topic in the business world these days, but it isn’t a term you hear in connection with sales training....
Masters of Loyalty: Epilogue
"So, you think you've figured out how to salvage your TechShare program?" asked Neil, Mike's CEO. TechShare is 'my' program, is it? Mike thought. The Action Selling ® system I introduced doubled our growth rate, so that's 'ours.' TechShare tanked, so it's mine. Why doesn't this surprise me?...
Masters of Loyalty: The Right Lever Can Move the World
The call on George’s customers ran longer than expected, so Mike and Tony had to rush to make their next appointment on time. They said goodbye to a jubilant George, scheduled a debriefing conference call with him for the next day, and sped off to Bob’s office....
Masters of Loyalty: From Problem Solver to Business Partner
George’s client’s building had a spacious lobby area, its furniture arranged into several conversation pits. As he had promised, George arrived early and staked out a spot for them to meet. It was a perfect setting for their pre-call meeting....
Masters of Loyalty: Where Loyalty is Born
They settled into a quiet booth toward the rear of the restaurant and began to peruse the lunch menu. But Tony was more concerned with Mike’s ominous silence....
Masters of Loyalty: The Black Belt in Loyalty
Mike was in awe, that much he knew. But he wasn’t sure why. On the surface, everything he had seen and heard during the morning’s sales call was perfectly familiar. Tony had followed the steps of the Action Selling ® system, just as it was taught....
Masters of Loyalty: Preface – There’s something strange about this loyalty thing.
By the time the plane reached cruising altitude, dawn had broken. The passenger in seat 2-A turned his attention from the window and asked the flight attendant in the first-class cabin for another cup of coffee....
Masters of Loyalty: Introduction – How we get ‘customer loyalty’ wrong.
Like any business owner, I shop among various vendors for most of the goods and services my company needs. Salespeople who can offer higher quality, better service, or a lower price often find me a willing listener—at least until they, themselves, do too little listening and too much talking....
Sales Strategy From the Inside Out: I Found A Secret Weapon
The Commitment Objective concept was the first thing that really leaped out at me when I happened to pick up the book, “Action Selling ®: How to Sell Like a Professional Even If You Think You are One.” That was almost two years ago now. It was the first step on a journey that has completely ...
Sales Strategy From the Inside Out: Now I Know A Sales Force Can Add Value!
I knew Darrel Sharp as someone to say hello to at the Black Bear Yacht Club. I even recalled somebody mentioning that his company, GoTeam, had recently become a much hotter player in its industry. But he’s a golfer while my passions are sailing and tennis, so we don’t run into each other a lot....