Items Tagged with 'sales'

ARTICLES

Thinking about what the customer really wants — and delivering

February 5, 2016
Thinking. Sales thinking. Service thinking. Business thinking. Read More

Windshield time: Before and after opportunities

January 8, 2016
All outside salespeople have “windshield time” — the time you spend behind the wheel, or in some form of transportation, going to and from appointments. Read More

List identifies 10 most expensive homes sold in Kent County

January 5, 2016
The 10 most expensive homes sold in Kent County last year had an aggregate listing value of more than $16 million. Read More

This is not a resolution — it’s an all-out resolve!

January 1, 2016
Whatever your age, you’ve made resolutions, you’ve made goals, and often you fall short of the stated desire and/or objective. Read More

Out of touch or out of their minds — or maybe both?

December 11, 2015
In a survey conducted by a big benefits management company (a management and human resource consulting firm), they asked 365 CEOs and sales management executives: “What are the three key factors that separate high-performing sales professionals from moderate- to low-performing sales professionals?” Read More

Overcoming the stall: ‘Call me after the holidays’

December 4, 2015
Humbug. Salespeople hate holidays. Read More

Your name matters to your business prospects — or does it?

November 20, 2015
Here is a question I’ve received more than a hundred times in one form or another: How do I make a (better) name for myself? Read More

Sales strategy? Sales approach? Yes! Sales system? No!

September 25, 2015
I’m against all systems of selling. So are all salespeople. Read More

Despite significant slide, fall retail forecasts remain strong

September 25, 2015
Michigan retailers’ sales forecasts remain strong for fall despite a drop in August sales, according to the latest Michigan Retail Index, a joint project of Michigan Retailers Association and the Federal Reserve Bank of Chicago. Read More