Giving Away Green and More
At a time of cost-cutting, giving something away isn't perverse--it can make sense.
Building Trust with Millennials
Integrating millennials into the workforce is aided by gaining their trust.
Transparency and Selling
Salespeople aren't taught transparency, but need to learn it.
Sales Benchmarking: What to Measure in a Tough Economy?
To turn the tide on sputtering revenue numbers, sales organizations ratchet up pressure on sellers to hit targets. Many will seek a fool-proof formulaic antidote. The more scientific it feels,…
Buying Decisions: Stepping on the Value Scale
The obvious costs and benefits hide the critical relational aspects of value in the buying decision.
Free Medium Coffee and Warm Fuzzies
Sometimes "free" can be the beginning of good customer relationship.
The Silver Lining in the Recession Cloud: a Shift Toward the Customer
The economy has a silver lining - greater customer focus. Will it last?
The Cost of Broken Trust
Short term opportunism can have long term reputational and trust costs.