What is the value of a loyal customer?
Tuesday, 22 Feb, 2011
What is the value of a loyal customer?

Recently I got a cut-off notice from T-Mobile. For non-payment of $106.10. Apparently I didn’t receive 2 bills, and if it’s not in front of me, it doesn’t register that the bill hasn’t been paid.
Let’s think about this for a moment. I have 3 accounts and 2 devices with T-Mobile. I give them around $150/month, not to mention the […]

Is sales a ‘relationship-driven business’ ? Really?
Friday, 18 Feb, 2011
Is sales a ‘relationship-driven business’ ? Really?

I recently read a blog post by Andrew Hunt in which he stated: “…sales remains a relationship-driven business, the power of “who you know” is trumped by “what you know about who you know.” ”
Andrew is preaching the gospel of the entire sales industry: this is a common belief in the field, and drives much of […]

The joy and confusion of turning 65
Tuesday, 15 Feb, 2011
The joy and confusion of turning 65

When my mom turned 65, I was 37 and newly married to my second husband (who was 25. See? I was always a trend-setter – or a Dirty Old Lady). And my mom was old. Old, Old, Old. She was saggy, chubby, achey, bumpy, and paring down her life  and activities to adjust for her age. Plus her […]

Why don’t you get a new plumber?
Tuesday, 8 Feb, 2011
Why don’t you get a new plumber?

Recently, my wonderful neighbor Joe mistakenly left my spigot on while wrapping my pipes. He didn’t leave it on a little so it would drip: he had it running full force. And I have no independent water source — only rainwater collection.
By the time I got to my place (it’s my second Austin home – my country […]

Opportunity Management
Friday, 4 Feb, 2011
Opportunity Management

Lately, a lot of new phrases are cropping up. Opportunity Management is one – and frankly, I have no idea what it means.
When I Google it, I get: ‘markets propostions while measuring success’, ‘track opportunities from lead to close,’ ‘meet your clients’ needs’, ‘forecast sales activity and revenue,’ ‘marketing validation,’ ‘market sizing,’ ‘cost of entry,’ […]

Selling for the banking industry
Friday, 28 Jan, 2011
Selling for the banking industry

Banks sell very similar products. Of course each bank has its own special sauce, but overall, the products are similar-enough to lull prospective buyers into believing that it doesn’t matter which bank they buy from, or which solution they choose.
PROBLEMS SELLING A BANKING SOLUTION
Bankers therefore encounter a few problems when selling: if solutions seem the same, how […]