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Category Archives: Business Philosophy
What is a Customer Centric Process?
I had to call the bank yesterday. I am sure you have been through the drill. The auto attendant asks you to input you account number, last four digits of your social security number and some other bits and pieces … Continue reading
High Performance Revenue Machine
Every company should have a High Performance Revenue Machine. You put leads in one side and consistent forecastable revenue comes out the other. A High Performance Revenue Machine maximizes a company’s application of both the art and the science of … Continue reading
A Business Imperative
In college I studied a good bit of philosophy. On of the more impactful Philosophers in history is a German named Immanuel Kant. One of the concepts he put forth is the idea of an imperative which he defined as … Continue reading
Art or Science?
In some of my sales training classes I pose the question is sales an art or a science? In most any class you get a range of opinions and the room ends up almost equally split. Trick is both sides … Continue reading
What Is A Hunter?
As I talk with companies that are hiring sales reps a common refrain is “we need a hunter”. That shouldn’t surprise anyone because if you look at sales jobs through the years that concept always stands out. Question is what … Continue reading
Sales, A Noble Profession
Everyone seeks a golden path. A path that leads to the fulfillment of a noble purpose. So how does driving revenue square with that ideal. A first blush most people would posit that the life of a sales person might … Continue reading
The Price of Average
You might notice the tagline in the upper right corner says “Don’t Ever Give Up”. Years ago I read a study on purchasing agents and their buying tendencies. One of the questions was… How many calls does it take before … Continue reading
Posted in Business Philosophy, Sales Rep Success
Tagged Attitude of Success, Customer Focus, Driving Demand
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