Tag Archives: Tom Cates

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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What Buyers Want

Contributed by Tom Cates If you’ve been around in sales as long as I have, you will have heard the same kinds of questions over and over from your sales team: “How can I really connect with my buyers? We’ve … 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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