313-882-343818 months ago, I published The Customer Prevention Culture℠ to help B2B companies understand the impact of culture on their ability to attract, convert and retain customer relationships. The book comes from my experience as a sales pro and contains powerful messages all business leaders should read and heed. Readers are exposed to a systemic problem pervasive in most organizations, the underlying causes and impact to the customer experience. While it’s clear no person, team […]
Read MoreAuthor: tom
Are you Company-Centric or Customer-Centric?
Listening Tools Are Like Mirrors
The Cure for Sales Mediocrity
As a B2B marketing consultant, I’m frequently called upon to discuss sales and marketing challenges within client organizations. As a result, I find clients searching for the perfect mix of activities to ratchet up sales results. As a B2B marketing consultant, I’m frequently called upon to discuss sales and marketing challenges within client organizations. As a result, I find clients searching for the perfect mix of activities to ratchet up sales results. When faced with […]
Read MoreDo You Grind?
My Go-To for Course Correcting a Sales Slump I’ve found the last 18 months to be an especially challenging sales environment. Thankfully I’ve seen progress lately, largely as a result of my re-commitment to grind. The grind is part work ethic, part mindset and fundamental to my selling process. To me, grinding is a mindset of breaking through the summer doldrums; the lack of call backs and email responses, by finding a way to have quality […]
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