Tag Archives: customer relationships

Customer Relationships: When to Worry

Posted on April 2, 2013 by Lisa

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 →

Posted in Conference Sessions, Conference Speakers, Sales 2.0 Conference | Tagged , , , , | Leave a comment

Three Reasons to Plan Your Sales Territories by Social Proximity

Posted on October 9, 2012 by Lisa

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 →

Posted in Conference Sessions, Conference Speakers | Tagged , , , , , , , , , , , | Leave a comment

Why Don’t We Say What We Mean?

Posted on February 14, 2011 by Lisa

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 →

Posted in Collaboration | Tagged , , , , , , , , | Leave a comment