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The first question salespeople ask themselves when they lose in a new business situation is, “Why did I lose?” Salespeople often ask prospects why they lost a deal, but they don’t typically get a straight answer. In fact, according to sales research data, the complete truth from prospects is shared only 40 percent of the […]
This week, remember three steps to effectiveness… Show up ready to affect change, Give you best to the team’s success, and Set the standard for excellence! Howard Dickens Jr.
So much time is spent on trying to get more traffic and all of that can be pointless if the user experience is poor once they reach your site. You have a split second to give users a sense of who you are. When a user comes to your site, the enemy is ‘Frustration’ so […]
Innovation is the introduction of new things or methods and is the life blood of business today. Innovative companies realize remarkable marketplace rewards. The challenge before leaders is how to inspire their workforce to use the full measure of their creative power to advance the organization in new and better ways. The Business of Innovation […]
A catalog retailer wants to better manage its call centers, direct mail and e-mail channels. The millions of customers in its database represent the gamut of buying histories, buying propensities, profitability, demographics and cost to serve. Given capacity and costs for each channel, which customers should receive which offers through which channels? What will happen […]
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