A Chat with a Top Sales Producer During the Pandemic Recently, I engaged with Barb, a top sales producer, about how work has changed for her during this pandemic. We had a conversation about adapting…
How to Defend a Higher Price My friend Brian is a young salesperson who has experienced much success in the five years since he joined the professional workforce. He is a…
THE SIX QUESTIONS THAT WILL ILLUMINATE YOUR CUSTOMERS’ EXPECTATIONS In an earlier blog, I wrote about how quality is elusive. I listed five facets of quality, meaning the different ways our customers measure quality.…
CONTINUOUS QUALITY IMPROVEMENT MEANS CONNECTING WITH YOUR CUSTOMERS FIRST Here’s what we need to know about quality: It is elusive. That’s mostly because people—our customers and our teammates—have very different ways of measuring quality…