Under Construction

Given that this is the 100th issue of Monday Mornings, it seems a good time to examine the issue of customer loyalty.  Many businesses wonder if customer loyalty should be rewarded, and if so, how?  Marketing wisdom says it is … Continue reading →

ARE YOU READY TO CLOSE? Some salespeople trick or manipulate their customers to close on a deal.  Trick or manipulative closings are a recipe for miserable customers. Instead it is smarter to set up the conditions for a natural, painless … Continue reading →

FROM LEADS TO DEALS… HOW TO IMPROVE SALES CONVERSION RATES Ever seen a salesperson who was excellent at finding potential new customers, yet wasn’t even close to being the company’s top producer?  That’s because finding potential new customers—known as leads—is … Continue reading →

GETTING THE TRUTH FROM CUSTOMERS Let’s face it: sometimes customers are not completely honest with salespeople.  What’s difficult is that salespeople are limited in what they can do about it.  Unless you don’t plan on doing business with that customer … Continue reading →

Disorganization is costly, wasteful, demoralizing, and begs failure. Your success may hinge on your ability to remain organized, regardless of the financial and emotional pressures work may place on you.

Over the last two weeks, we’ve looked at the sources and causes of workplace stress and positive ways to react to stress, like relieving the anxiety and tension that are a byproduct of stress.  But, perhaps the best way to … Continue reading →

Last week, we saw that while stress is a normal occurrence, high and continuous levels of stress can be psychologically and physically harmful.  The first step to help deal with stress is to understand the internal and external sources of … Continue reading →

“Stress” continues to be the number one buzz word circulating around water coolers these days. Those that haven’t lost their job, worry that they will. Those who are still working have seen their workload increase, downtime vanish, and duties expand beyond … Continue reading →

Negotiating the final terms of complex deals can be thorny.  Often, sales professionals find themselves in a situation where the customer holds all the cards. You may have invested time in the opportunity. You may have made a transaction or quota commitment … Continue reading →