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Getting results by praising — and criticizing


March 4, 2013 by Jim Giuliano

Traditional thinking says managers should praise the veteran employee’s work and focus on correcting the new hire’s mistakes. But studies show that approach doesn’t quite hit the mark.

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5 sales strategies for rocking the final quarter of 2012


September 25, 2012 by Bob Hill

The final quarter of each year is traditionally the most difficult in terms of achieving breakthrough results.   More…

Keep your finger on buyers’ pulse with a ‘Customer Council’


September 17, 2012 by Bob Hill

Here’s a way to empower customers, while enlisting them to keep your marketing strategies on target.  More…

A more effective sales proposal in 5 steps


July 18, 2012 by Ken Dooley

Here are some guidelines for writing your proposal: More…

4 ways to turn customer feedback into sales, loyalty


May 25, 2012 by Bob Hill

Knowledge is power. And when it comes to selling, loyal customers are the most valuable source of knowledge a salesperson can hope for.  More…

4 ways top salespeople turn rejection into success


April 16, 2012 by Bob Hill

Here are four ways top salespeople turn short-term failures into long-term successes, without allowing occasional setbacks to get them down:  More…

Shooting down 5 common myths about customer satisfaction


April 2, 2012 by Ken Dooley

A growing number of studies have found these measures of “satisfaction” to be poor predictors of the most important of all customer service goals: Will customers who buy once keep coming back for more? More…

Better responses = better customer loyalty: 4 keys


March 30, 2012 by Christian Schappel

Two-thirds of customers that defect from their suppliers do so because of poor response, according to a Forum Corporation Study. And to achieve a great response rating from customers, you’ve got to achieve excellence in these four areas. More…

5 signs a top salesperson’s about to quit


March 20, 2012 by Bob Hill

If you notice one of your best is exhibiting these signs, it’s time to take proactive measures to avoid losing him or her. More…

2 counterintuitive ways to boost loyalty


March 13, 2012 by Bob Hill

Here are two proven tactics sales organizations that maintain consistently high levels of satisfaction use to go above and beyond to measure satisfaction and boost buyer loyalty:  More…

The ‘silent killer’ that’s costing you 50% of your customers


February 15, 2012 by Jim Giuliano

One recent survey shows that companies lose about half of their customers over a five-year period, and in most instances, the customers jumped ship without ever saying why.

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4 leading reasons new customers defect


December 13, 2011 by Ken Dooley

More than two-thirds of new customer defections are caused by indifferent or unhelpful responses from salespeople when complaints develop, according to a Forum Corporation study. More…

5 steps needed to reach peak performance


September 12, 2011 by Bob Hill

A recent study reveals a significant challenge facing most of today’s companies, as well as a five-step solution for overcoming it.  More…

Proven resource that boosts sales, loyalty in tough times


September 5, 2011 by Bob Hill

Customer loyalty has never been more important to a company’s long-term success. More…

7 steps to a successful presentation


August 24, 2011 by Ken Dooley

Here are seven steps that may turn your presentation into a winner: More…

The best step to take after a sale is lost


June 28, 2011 by Ken Dooley

Sales Trouble

Understanding why a sale is lost is critical, yet some salespeople fail to pinpoint the true reasons for losing. More…

5 ways to attract more online buyers


June 27, 2011 by Bob Hill

If your website has more than a few visitors who show up and bail after deciding, “Nope. This doesn’t have what I’m looking for,” it’s time to make some changes. More…

The crucial management skill that boosts revenues 19%


June 13, 2011 by Bob Hill

If you’re not doing this, you could be missing out on a major chunk of revenue. More…

Social media: Keeping ‘the beast’ well-fed


June 10, 2011 by Charlie Walker

Establishing your social media marketing campaign is only the beginning. Once it’s up and running, the real challenge becomes “feeding the beast.” More…

5 modern resources that boost cold call results


May 31, 2011 by Bob Hill

HappyPhone

Prospecting via the phone isn’t as cut-and-dry as it used to be – but these five modern resources hold the key to turning cold calls into hot prospects. More…


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