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So far studio2108 has created 102 blog entries.

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 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, [...]


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, [...]


The High Cost of Cheap Prices

By Tom Reilly, author of Value-Added Selling (McGraw-Hill) Cheap prices seduce and delude. They scream as Sirens to price-sensitive shoppers and delude them into believing they are getting great deals because of the cheap [...]


Do You Want Feedback or Validation?

By Tom Reilly “I want the truth.” “You can’t handle the truth.” This powerful exchange between Tom Cruise’s character, LTJG Kaffee, and Jack Nicholson’s character, Col Jessep, is one of the most memorable scenes [...]


Fighting a Price War

by Tom Reilly This is a war, a price war. You’re fighting an enemy, a pernicious challenger to your profitability. The battlefield is in your customer's head. Your opponent is price-shopper thinking. The enemy is [...]


Managing Customer Expectations

By Tom Reilly, author of Value-Added Selling Customer satisfaction is a function of how you perform vis-à-vis the customer’s expectations. Satisfaction is often expressed numerically as a ratio: performance to expectations. Customer satisfaction is an [...]


Giving Thanks for Salespeople

by Tom Reilly This is the time of year when people throughout North America give thanks. We celebrate our heritage and good fortunes. In this annual tradition is the practice of gratitude, which has been [...]


Total Cost is a Better Way to sell

by Tom Reilly "The real price of everything, what everything really costs to the man who wants to acquire it, is the toil and trouble of acquiring it." Adam Smith, The Wealth of Nations Total [...]