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THE 1TO1 MEDIA BLOG MARCH 23, 2012 How Loyal Are Your Customers? Gaining and retaining customer loyalty is no easy feat. Customers are often "loyal" based more on convenience than emotion, which means given a better option their loyalties will change as quickly the weather on a Florida afternoon. Loyalty programs help bolster retention, but they're not a magic bullet for fostering attitudinal loyalty. Earlier this week at Loyalty 360's Loyalty Expo 2012 several speakers shared research findings that reveal just how fickle consumers can be. They also shared challenges and opportunities in building and maintaining customer loyalty. | SALES AND MANAGEMENT BLOG MARCH 23, 2012 Can It Get Any Stranger? We humans are funny animals. We tend to do the same things over and over, no matter what the consequences. Although we are admonished to learn from our mistakes, more often than not we continue to make the same mistakes time after time. Maybe not the big obvious mistakes, but the little ones that we don’t notice we keep doing and doing. Doesn’t it seem reasonable that if we’re doing something that has a negative outcome that we’d stop doing it? Even more fundamental, doesn’t it seem reasonable that we’d notice that what we’re doing isn’t working? Seems reasonable. . Make more cold calls. | INCREASE SALES MARCH 23, 2012  The One Way Street of Relationship Selling – Friday’s Editorial Relationship selling is a great sales strategy when combined with this element – gratitude or what my colleague Dan Waldschmidt calls a giving mindset. However many small business owners and sales professionals truly miss the boat when it comes to being giving, being grateful for their relationships be them clients, customers or business to business ones. No thank you. No by your leave. | STEVEN ROSEN MARCH 23, 2012  Sales Manager Coaching Blunders Revisited Sales coaching is the management No. activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers can make all types of blunders. Do You Want To Increase Sales Performance? In fact, sales coaching is the management No. | | | | | | | |
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SALES TRAINING CONNECTION | FRIDAY, MARCH 23, 2012  Training New Medical Device Sales Reps – Getting it Right
If you did not catch this article in the Winter 2012 issue of FOCUS Magazine , we thought we’d re-post it here to provide our readers with easier access. Training new medical device sales rep. When designing a training curriculum for new medical device sales people , clinical knowledge is first and foremost. But on its own, it’s not enough for sales success. Adding traditional sales skills training also is important, but insufficient for sales success. New medical device sales people need something more from sales training. Is it – better patient outcomes? technical superiority? MORE >> -
BOB BURG'S BLOG | FRIDAY, MARCH 23, 2012 Decisions Are Great – The Tools Are Also Important
In a recent post by Certified Go-Giver Coach, Linda Ryan , she suggested some great ideas for bringing yourself out of an emotional funk. One of her readers wrote, “Why not just decide to be happy?”. It was an excellent question. And, knowing the reader personally, I know he is a successful business person with a great attitude and, I assume, happy, as well. And, while there are those who really can simply make that decision and…be happy, that is not true for everyone; at least within their present life model. And, now, they are learning that is not necessarily the case. What do you think? MORE >> -
 What You Should Be Reading This Weekend-Be a Little Adventurous!
We have just published this month’s Top Sales Magazine – and what a bumper edition! So here we are, almost at the end of “Mad” March, and that means many of you will be scrambling to close down business before month/quarter end. Hopefully, we can provide you with a brief distraction, which will however be stimulating and educational – fun even! This month, in her regular column, Linda Richardson interviews Forrester’s Brian Lambert – “If you want to know what your customers are thinking, Brian Lambert is a great person to ask.” The full interview is on Pages 6 & 7. Enjoy! – JF. MORE >> -
A SALES GUY | FRIDAY, MARCH 23, 2012  The Sales Curve vs The Sales Process
The sale process has always been part of the sales lexicon. You can’t get away from it. The sales process is traditionally a linear set of stages outlining how a sale happens from beginning to end. I’ve posted about this before. Check out the video and corresponding ebook on the real sales cycle). Yesterday, I found this start-up curve on Fred Wilson’s blog and I couldn’t help but think it looks a lot like the selling world. The TechCrunch of Initiation is like the first, super successful meeting that captures a key buyers attention. You start feeling the deal is lost. MORE >> -
 Saturday’s Guest Post
Many of you reading this blog today are business owners, but how many of you undertake risk assessments on a regular basis? Just like that annual health-check, if we miss them, we are exposing ourselves to potential problems at a later date. Today’s sponsored guest article provides some thoughts on a business owner’s guide to risk assessment. In order to comply with these important and potentially life-saving rules, business owners need to undertake risk assessments on a regular basis. The potential risks. How to prevent accidents. MORE >> - The Sales Quiz SELL MORE AND WORK LESS | FRIDAY, MARCH 23, 2012
- A Powerful Answer To The, “I Want To Think About It” Objection MTD SALES TRAINING | FRIDAY, MARCH 23, 2012
- A Little Pain Now Or a Lot of Pain Later (A Note to the Sales Manager) THE SALES BLOG | FRIDAY, MARCH 23, 2012
- Hang Up Man! THE PIPELINE | FRIDAY, MARCH 23, 2012
- Customer Retention, Customer Service, Customer Experience The Rant Goes On PARTNERS IN EXCELLENCE | FRIDAY, MARCH 23, 2012
- Offline Relationships Are More Critical Today Than Ever Before! VERTICAL RESPONSE MARKETING BLOG | FRIDAY, MARCH 23, 2012
- Business of Software: What Heads of Sales and Marketing Need to Think About To Grow? … Hint: Keep Your Channels Close SOFTWARE BUSINESS BLOG | FRIDAY, MARCH 23, 2012
- Guest post at LeadsCouncil: 5 landing page mistakes we all make BUYER ZONE'S LEAD GENERATION BLOG | FRIDAY, MARCH 23, 2012
- Three Things to Consider With Sales Resume Writing Fees CUSTOM SALES RESUME | FRIDAY, MARCH 23, 2012
- Guest post at LeadsCouncil: 5 landing page mistakes we all make BUYER ZONE'S LEAD GENERATION BLOG | FRIDAY, MARCH 23, 2012
- B2B email sees increases despite overall drop INSIDE CAMPAIGNER | FRIDAY, MARCH 23, 2012
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