Retention Related Topics 
Understanding the Sales Force
JULY 6, 2022
As we wade deeper into recession, you will certainly agree that there are two things you must not lose: Customers/Clients. Good/Great Salespeople. I conducted a Google search for "why salespeople quit their jobs" and was surprised to find more than 6 million results for that query!
Understanding the Sales Force
JULY 10, 2023
It's been quite a while since I've written an article about the role that customer service plays in the retention and renewal of customers and accounts.
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Understanding the Sales Force
FEBRUARY 20, 2024
Anyone can win an account and beat a competitor by pulling the price lever but that is not a long-term strategy for account retention or profitability. When we discuss beating a competitor, or winning an account, PRICE is NOT one of the levers you should pull.
Understanding the Sales Force
MARCH 25, 2024
You must pull out all the stops and sell your value without trying to win with low-margin, low-retention pricing. There is a huge difference between the conditions for winning business with an existing customer that favors you, versus a potential customer who favors one of your competitors.
Understanding the Sales Force
JULY 10, 2023
It’s been quite a while since I’ve written an article about the role that customer service plays in the retention and renewal of customers and accounts.
Understanding the Sales Force
AUGUST 2, 2012
However, if the salesperson says, "We can help you recover $3 million in lost revenue and solve your customer retention problem for around $50,000 over the next 8-12 months", it sounds like a bargain and a no-brainer. How can they justify spending on average $5,000 per person?
Understanding the Sales Force
AUGUST 13, 2013
Regardless of motivation type, what salespeople desire to earn to get what they want in life must be considered for long-term retention. When salespeople are successful and their income continues to grow, they will grow with you.
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