Tag Archives: customer relationships

How to Measure the Strength of Your Customer Relationships

By Tom Cates In the business-to-business (B2B) world, building great customer relationships is often the fastest and easiest way to meet or beat your sales numbers, as I discussed in my last post on this blog. I call this building “sales … Continue reading

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The Easiest Way to Meet or Beat Your B2B Sales Goals

by Tom Cates If you’re a salesperson, you probably focus mainly on finding new clients, but if you work in a mature business-to-business (B2B) industry, that isn’t always so simple. Let’s face it: these days, most B2B industries are mature! … Continue reading

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Don’t Let Your Reps Depend on Technology

by Joanne Black Joanne will speak at the Sales Performance Management Conference on Thursday, October 17 at 1:30 during her breakout session, “Pick Up the Damn Phone! How People, Not Technology, Seal the Deal.” Register now to attend. The digital world—as … Continue reading

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Customer Relationships: When to Worry

According to Tom Cates, founder and CEO of The Brookeside Group, all customer relationships fall into one of three emotional categories: 1. Antagonism. The customer is fuming. 2. Neutrality. The customer feels fine about your performance. 3. Enthusiasm. The customer … Continue reading

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Three Reasons to Plan Your Sales Territories by Social Proximity

Here’s a quick preview of three ways sales teams can benefit from adopting a social selling proximity model instead of traditional sales territory assignments. Continue reading

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Why Don’t We Say What We Mean?

What exactly is it about what you said (or didn’t say–listening is important!) that influenced whether or not you made the sale? In this fascinating and fun video, experimental psychologist and Harvard professor Steven Pinker explains how language influences our … Continue reading

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