6 new ways to determine if a customer is credit worthy
April 1, 2013 by Jim Giuliano
When it comes to evaluating customers for credit, it may be time for some new approaches.
April 1, 2013 by Jim Giuliano
Regaining lost customers
January 31, 2013 by Jim Giuliano
Even good companies lose accounts now and then. What sets apart the best companies is knowing how to get those customers back.
Listening faults that lose sales
January 22, 2013 by Jim Giuliano
If customers aren’t buying, one reason for it could be salespeople who aren’t listening to what customers say.
Top tactics for dealing with customer complaints
December 25, 2012 by Ken Dooley
Football coaches devoted to the running game have a saying: When a quarterback throws a pass, three things can happen – and two of them are bad.” When customers aren’t happy, three things can happen, and two of them are bad, says William T. Brooks, author and sales consultant: More…
Why your biggest customers can be your biggest headache
December 6, 2012 by Jim Giuliano
Expect your biggest customers to create your biggest payment headaches in 2013.
Handling customer screw-ups
November 12, 2012 by Jim Giuliano
A customer has made a blunder, and maybe even blamed you for it initially. Now the truth comes out. How do you handle it?
Why new customers defect
October 24, 2012 by Jim Giuliano
Research shows that it’s rare that a customer will drop you because of the quality of your product or service.
What to watch for when new mgmt. takes over a customer
October 17, 2012 by Jim Giuliano
Of course, you know when a customer comes under new ownership. Do you also know the risks for your company?
Why customers are changing: 3 critical reasons
October 11, 2012 by Ken Dooley
Selling in every industry and every size business is changing so radically that every month makes a difference. What’s happening is so revolutionary that it requires totally different selling practices. More…
Why 50% of customers leave
September 24, 2012 by Jim Giuliano
What keeps customers? The answer comes in another question: What loses them?
Dealing with difficult customers
September 10, 2012 by Jim Giuliano
Every business has them: difficult customers. Dealing with them successfully — so that they remain customers — rests on a few techniques that revolve around asking the right questions.
Strategies for negotiating with tough customers
September 5, 2012 by Ken Dooley
Negotiating in times like these can be difficult, as customers seem to hold all of the cards, unless you have strategies for shuffling the deck.
Building customer loyalty: Ideas that work
August 29, 2012 by Jim Giuliano
Three tested, low-cost approaches can build a stronger connection between you and your customers.
Calming — and keeping — the angry customer
August 24, 2012 by Ken Dooley
It’s going to happen. Someone in your company is going to make a mistake that angers a customer. A three-step approach will keep that customer happy and coming back.
6 keys to success in a buyer’s market
August 15, 2012 by Bob Hill
A marketing expert and scholar breaks down the keys to success in a buyer’s marketplace. More…
8 ways to lead — and prosper — in tough times
August 10, 2012 by Jim Giuliano
Some CEOs of small and midsize companies have figured out how to push their people — and their companies — through tough times. More…
3 ways to get customers to focus on you
August 8, 2012 by Jim Giuliano
When you deal with customers who’d rather talk sports, music or weather instead of business, try one of these tactics to get back to your point.
4 ways to attract the best employees — and more customers
August 1, 2012 by Jim Giuliano
A paycheck alone won’t lure your best employees to work enthusiastically these days or attract new, bright people to your organization.
Customers trust companies that …
July 31, 2012 by Ken Dooley
To build trust in your prospects and customers, you must develop five traits. More…
Using the web to boost customer loyalty and sales
July 27, 2012 by Jim Giuliano
Your people in Sales and Service hold a no-cost key to creating more business.
