Is Your Attitude Holding You Back?
By Paul Reilly “Whether you believe you can do a thing or not, you are right.” Henry Ford is stressing the importance of attitude. Attitude drives behavior. You move in the direction of your [...]
There is No Excuse for Poor Follow-up
By Tom Reilly In the pre-technology days, salespeople relied on old-school methods to keep themselves and their territories organized. There were no cloud calendars, CRM, or sales force automation programs. There were no laptops, [...]
The Best Offense is a Good Defense
By Paul Reilly In John Goodman’s book, Strategic Customer Service, he highlights the high cost of losing a customer. He shows that it costs up to twenty times more to win a new customer [...]
The Perfectly Balanced Sales Pipeline
By Tom Reilly Imagine a steady flow of new business without peaks or valleys. Imagine the effect on your sales. Imagine the impact on your income. Whether you call it territory management, pipeline management, [...]
Are You Selling the Way the Customer Wants to Buy?
By Paul Reilly Too many salespeople follow their own process and ignore the customer’s buying process. This is seller-focused thinking. In seminars, we ask salespeople to describe the customer’s buying process. Inevitably, they define [...]
Every Product is a Commodity
By Tom Reilly All products are the same … except for the ways in which they are different. Questions of differentiation focus on the chasm between you and the competition. What differentiates your product: packaging, [...]