by Bill Hellkamp If you have a product or service that can affect the entirety of an enterprise, then the decision to purchase will have to be made by people who control the organization as a whole. Those people are in the “C” Suite. They go by the title of CEO, CFO, CIO, etc. and […]
Read moreBy Bill Hellkamp 1. I’ll pull it all together the day before. – A good presentation requires preparation and practice – and it takes time. This isn’t like cramming for a test. This is important. In business you are judged by how you perform in front of others. So, take the time to craft a […]
Read moreBy Bill Hellkamp When the quality trend first hit, I was employed at a small company as a full commission sales person. I had been there a number of years and dealt with territory and commission issues along with the rest of my peers. Because of our complaints, Larry (the owner) had decided to put […]
Read moreBy Bill Hellkamp Most surveys agree that it costs 5 to 7 times as much to get a new client as it does to maintain a positive client relationship. Yet many sales professionals get themselves so concentrated on new business growth that they inadvertently allow good clients to find new suppliers. As you can see […]
Read moreBy Bill Hellkamp Has Steve really missed another deadline? Did Julie actually talk to a customer like that? What is wrong with Juan today? If you work with other people you will find that sometimes you have to intervene to deal with their negative actions or attitudes. For many of us, confronting others in an […]
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