My wife and I recently visited Cape Town, South Africa. It was a wonderful, once in a lifetime trip. As we often do on holiday, we sought out the local street markets. Cape Town is beautiful and friendly, but like any large city it has a seedier side. You take... read more →
We live and work in a service economy, but too much of our sales training is based on peddling transactions: When a customer has a need, we source the solution, assess our cost, add profit, and offer a price. In order to differentiate, we include “value-added” services, which may be... read more →
Here are my top five resolutions for my consulting clients in 2016: (more…)
Tom discusses seven ways to intentionally grow your business.
The reason your sales and business development outreach isn’t working is attributable to a increasing lack of customer compliance. They are supposed to take your call, listen to your pitch, and by golly - just give you a shot at the order. Everyone gets the same consideration. Everyone gets a... read more →
Tom gives seven tips to improve your cash flow today.
One of the key concerns of the sales team I advise is the increase in projects requiring multiple bidders. As a result, the cost of customer acquisition is on the rise. We all talk about the commoditization of products and even services, but I think we should also focus on... read more →
Tom shares three steps to restore profits in the new economy.
It’s not enough to expect better for and of yourself, you should anticipate more from your customers. I call this Getting Ahead of Customer Expectations. Indeed, you should be highly invested in anticipating what they will do next, what their expectations are, and how you are going to fulfill them.... read more →