by Jonathan Brickman | Sep 2, 2010 | Business Principles, What is Great Client Service?
We won one and lost one today! The math of business is really pretty simple. If you want to grow you have to acquire and retain clients. I am surprised how many organizations are structured to fail at this. The focus is either on one or the other, not both. I...
by Jonathan Brickman | Sep 1, 2010 | Business Principles, What is Great Client Service?
If someone goes out of business or they change their strategy so our solution doesn’t make sense anymore..okay, I can live with that. But, if I lose a client to the competition or some other “budget” item, I am pissed! I take full responsibility...
by Jonathan Brickman | Sep 1, 2010 | How to Hire, Sales Management
I hired a new salesperson last week. If you are leading a sales operation you always need a pipeline just like prospects so you can expand as needed with a vetted group of sales candidates….and it’s always better to hire someone you know. I have made it...
by Jonathan Brickman | Sep 1, 2010 | Closing, Real Stories to learn from
The problem is…our clients aren’t back yet! We finished August better than July but less than expected. The market is still sluggish so we have to dig more! Again, I think it comes down to closing skills and just lots of activity. Get your lunch pail and...
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