Most Active Articles 2013-06-20T07:38:34.230-04:00 Business Exchange Business_Exchange@businessweek.com urn:com:businessweek:bx:topic:most-active:customer-value Edward Hellenbeck ehellenbeck862 urn:com:businessweek:bx:article:9253005048980084201-54b606476e724df1d1319db0c76fd15d 2013-06-17T16:49:53.613-04:00

Take time away to reflect. Time to think deeply. Time to make the hard calls that only the leader can make.

Take time away to reflect. Time to think deeply. Time to make the hard calls that only the leader can make. http://thesalesblog.com/blog/2013/06/06/work-on-the-business-instead-of-in-the-business/ Roz Bennetts rbennetts305 3 1 0 2 urn:com:businessweek:bx:article:11180994215938834680-7fec6c72734d1718287c2e68a0c79bb4 2012-12-18T17:11:01.290-05:00

There are lessons to learn from super-compressed sales cycle opportunities you win. Can you apply those lessons to the slower moving opportunities in your pipeline?

There are lessons to learn from super-compressed sales cycle opportunities you win. Can you apply those lessons to the slower moving opportunities in your pipeline? http://thesalesblog.com/blog/2012/12/08/what-you-can-learn-from-the-super-compressed-sales-cycle/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:3034922477079843493-798cce68da856315c9e3b3dbb2d67364 2013-02-04T08:55:35.450-05:00

Sometimes we subject our employees and customers to the same dismal treatment day after day as if they should accept it willingly.

Sometimes we subject our employees and customers to the same dismal treatment day after day as if they should accept it willingly. http://pivotpointsolutions.net/2013/02/02/groundhog-day-2013-2/ Andrew McFarland amcfarland051 0 0 0 0 urn:com:businessweek:bx:article:8143583778271338555-a2304805609a9b8a4539c58cd37da9ae 2013-06-18T11:30:47.780-04:00

I make my living in customer service so this may seem like an odd topic.  Done well, delivering a quality experience to customers can be an engine for

I make my living in customer service so this may seem like an odd topic.  Done well, delivering a quality experience to customers can be an engine for http://pivotpointsolutions.net/2013/06/10/is-great-customer-service-ruining-your-business/ Andrew McFarland amcfarland051 0 0 0 0 urn:com:businessweek:bx:article:8811279684141081190-410c2b043356f4551be6f545524c3bda 2012-12-18T16:52:05.876-05:00

The path to long term success and high performance runs straight through the fundamentals. There isn’t a straighter or faster method to get where you want to go.

The path to long term success and high performance runs straight through the fundamentals. There isn’t a straighter or faster method to get where you want to go. http://thesalesblog.com/blog/2012/11/30/shortcuts-secrets-tricks-magic-bullets-and-shiny-objects/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:8179721538877301353-a78ae4f3c57102dd14b3e230fbc47d0c 2013-06-18T05:44:46.222-04:00

If you want more business, you should embrace customer loyalty and personalized service - and start smiling and greeting.

If you want more business, you should embrace customer loyalty and personalized service - and start smiling and greeting. http://www.bizsugar.com/ProductsandServices/want-more-loyal-customers-just-smile-/ Ivan Widjaya iwidjaya482 0 0 0 0 urn:com:businessweek:bx:article:4023047586157025975-6889728ef1e5dfe80c099e2bbbf7c1a4 2012-12-18T17:33:13.228-05:00

A year is too short of time to predict anything when it comes to sales. But that doesn’t mean you can’t spot the trends that have legs. Here are my two predictions.

A year is too short of time to predict anything when it comes to sales. But that doesn’t mean you can’t spot the trends that have legs. Here are my two predictions. http://thesalesblog.com/blog/2012/12/16/my-predictions-for-sales-in-2013/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:18436697485210941449-0eb97ff462fe5c5b60f3a85e5bcce2d1 2012-10-04T19:15:20.428-04:00

Some of you might remember how hard it was to search the internet in the mid-90s. Because search sites were mostly hand-curated, it was often diabolically hard to find even basic information.

Some of you might remember how hard it was to search the internet in the mid-90s. Because search sites were mostly hand-curated, it was often diabolically hard to find even basic information. http://www.innovationexcellence.com/blog/2012/10/01/the-attackers-dilemma/ Dru Sturgess dsturgess259 0 0 0 0 urn:com:businessweek:bx:article:4319767367223241754-4d447fc21ae5151136eb1dcd1e9e38d1 2012-12-18T17:16:39.284-05:00

First I had to win fourteen. Then I had to win three. Then I had to win one. Yeah. It’s messy. There’s your decision-maker.

First I had to win fourteen. Then I had to win three. Then I had to win one. Yeah. It’s messy. There’s your decision-maker. http://thesalesblog.com/blog/2012/12/10/how-in-the-hell-do-i-find-the-decision-maker/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:10896837131502163791-f810ed4491d625c83b7a72b8f8396b6c 2013-03-07T16:28:58.577-05:00

Connecting Brands, Leaders, Employees, and Customers (by Bruce Temkin)

Connecting Brands, Leaders, Employees, and Customers (by Bruce Temkin) http://experiencematters.wordpress.com/2013/02/27/2013-temkin-experience-ratings-2/ Bruce Temkin btemkin340 0 0 0 0 urn:com:businessweek:bx:article:5145268874861152674-7606942b16745fa051afb141806b3b18 2012-10-08T13:24:21.008-04:00

Your buyer is going to have to justify her decision to choose you, especially when things are unequal. It’s your job to help ensure she is armed to do so.

Your buyer is going to have to justify her decision to choose you, especially when things are unequal. It’s your job to help ensure she is armed to do so. http://thesalesblog.com/blog/2012/09/29/how-to-help-your-dream-client-justify-their-choice/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:11562683200699754967-c87227ca27d04b595fdc9c48c8b51208 2012-11-11T16:01:38.613-05:00

Sometimes the reason your dream client says no is because you haven’t done what’s necessary for them to say yes. Your job is to make it easy for your dream clients to say yes.

Sometimes the reason your dream client says no is because you haven’t done what’s necessary for them to say yes. Your job is to make it easy for your dream clients to say yes. http://thesalesblog.com/blog/2012/11/01/how-to-make-it-easy-to-say-yes/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:6948360770494394755-ab071907fd4ee547f8e2fbf71253f40c 2012-09-18T16:32:54.857-04:00

If you want to improve your ability to sell, then study the big principles, the big rules. Then understand where and when the rules don’t apply and act accordingly.

If you want to improve your ability to sell, then study the big principles, the big rules. Then understand where and when the rules don’t apply and act accordingly. http://thesalesblog.com/blog/2012/09/09/there-are-exceptions-to-every-rule/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:9349403693564122864-1ce3494bc720d72fd0b7a879aab34d17 2013-01-13T19:11:51.603-05:00

Gaining the commitment for the first appointment with your dream client is very much like a first kiss. The commitment for a meeting already has surrender within it.

Gaining the commitment for the first appointment with your dream client is very much like a first kiss. The commitment for a meeting already has surrender within it. http://thesalesblog.com/blog/2013/01/08/sales-and-the-first-kiss/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:10050634560541241262-aafbe85769ffd1e9094ab9bf71d1cd21 2013-06-19T15:29:45.307-04:00

Uncovering profound buyer insights about buying behavior for buyer persona development takes detective like effort.

Uncovering profound buyer insights about buying behavior for buyer persona development takes detective like effort. http://tonyzambito.com/3-steps-finding-buyer-insights-sherlock-holmes/ Tony Zambito tzambito070 0 0 0 0 urn:com:businessweek:bx:article:529441822301450669-365010a54f1f49c55867bae240184ef6 2012-12-18T17:12:29.760-05:00

If there is no difference between the value that you offer and the value that your competitors offer, your clients are right to make price the deciding factor.

If there is no difference between the value that you offer and the value that your competitors offer, your clients are right to make price the deciding factor. http://thesalesblog.com/blog/2012/12/09/how-you-made-your-client-buy-on-price-alone/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:12834520658773112061-9f503b4ca1c37c72de7c754bc162f53e 2013-02-14T10:53:56.550-05:00

If European decision-makers are open to learn from Asian education, they will have to stop focusing on sheer performance

If European decision-makers are open to learn from Asian education, they will have to stop focusing on sheer performance http://www.thebeginner.eu/education/1055-a-few-lessons-on-educasian-lets-start-from-values Ani Atanasova aatanasova087 1 0 0 1 urn:com:businessweek:bx:article:4072626821487186900-f4de7a43bea64c3e026d68cbdbc93c9d 2012-10-07T22:48:17.212-04:00

I recently spoke at the Like Minds conference in London. One of the other speakers was Chris Moss. He was Chief Marketing Officer at Virgin Atlantic, CEO of 118118 and the creator of the Orange Brand. He told an interesting story..

I recently spoke at the Like Minds conference in London. One of the other speakers was Chris Moss. He was Chief Marketing Officer at Virgin Atlantic, CEO of 118118 and the creator of the Orange Brand. He told an interesting story.. http://www.innovationexcellence.com/blog/2012/10/05/the-virgin-atlantic-ice-cream-story/ Dru Sturgess dsturgess259 0 0 0 0 urn:com:businessweek:bx:article:3902398364043438325-6a934fce1d804082e19198a5ba85dbd8 2013-03-20T20:45:33.399-04:00

Who would cheat at the church social? Hey, I know we were supposed to bring handmade food, but I bought some cheap macaroni salad and dumped it into a bowl and faked it...

Who would cheat at the church social? Hey, I know we were supposed to bring handmade food, but I bought some cheap macaroni salad and dumped it into a bowl and faked it... http://sethgodin.typepad.com/seths_blog/2013/03/us-vs-us.html?utm_source=feedburner&utm_medium=feed&utm_campaign=Feed%3A+typepad%2Fsethsmainblog+%28Seth%27s+Blog%29&utm_content=FaceBook Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:11037864220459904236-71ba16f2ac13c5bc2fbbf6d8f9d3321e 2012-12-18T17:21:57.455-05:00

At then end of their buying cycle, buyers try to resolve their concerns. Here is a list you can use this list to think about how you are going to resolve them.

At then end of their buying cycle, buyers try to resolve their concerns. Here is a list you can use this list to think about how you are going to resolve them. http://thesalesblog.com/blog/2012/12/11/a-list-of-concerns-your-dream-clients-need-you-to-resolve/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:10608448579039906946-3a440b227e7ea184681bb56d4c63f118 2013-03-13T06:51:55.507-04:00

No one wants to be sold by a salesperson that sells poorly. But they also don't want to go to a doctor that practices medicine poorly. They still need a doctor.

No one wants to be sold by a salesperson that sells poorly. But they also don't want to go to a doctor that practices medicine poorly. They still need a doctor. http://thesalesblog.com/blog/2013/03/12/of-course-people-want-to-be-sold/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:16165031269495963531-e5fd790fde27a7ed19e26f5cdac83650 2013-03-18T04:46:14.890-04:00

Experience is a wonderful (if sometimes brutal) teacher. To inoculate yourself from errors, you have to learn from them and choose differently in the future.

Experience is a wonderful (if sometimes brutal) teacher. To inoculate yourself from errors, you have to learn from them and choose differently in the future. http://thesalesblog.com/blog/2013/03/17/how-to-inoculate-yourself-against-errors/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:2653286719399582922-5cec199a53f7429923d325e27ea57954 2013-02-07T14:34:24.560-05:00

High-quality revenue has three main characteristics: predictability, profitability and diversity.

High-quality revenue has three main characteristics: predictability, profitability and diversity. http://blogs.hbr.org/tjan/2013/02/what-high-quality-revenue-look.html Andrew McFarland amcfarland051 0 0 0 0 urn:com:businessweek:bx:article:1471624375281029557-eec64de52f86f176ff82568b0fbac4c5 2013-02-26T07:22:21.465-05:00

There is no “best question” for you to ask during your needs analysis sales call. There are “best questions.”

There is no “best question” for you to ask during your needs analysis sales call. There are “best questions.” http://thesalesblog.com/blog/2013/02/25/the-best-questions-for-your-needs-analysis/ Roz Bennetts rbennetts305 0 0 0 0 urn:com:businessweek:bx:article:14951434177125520913-21e29596ea9131d31d0d4a0c0ca47b24 2012-11-06T07:43:07.673-05:00

Most sales processes and sales methodologies could be improved by adding big, bold text around the edges saying, “Here there be dragons!”

Most sales processes and sales methodologies could be improved by adding big, bold text around the edges saying, “Here there be dragons!” http://thesalesblog.com/blog/2012/10/15/here-there-be-dragons/ Roz Bennetts rbennetts305 0 0 0 0