Sales & Service

With the idea of the sales pipeline, we sometimes use the metaphor of a funnel (wide at the top, narrow at the bottom) to monitor the sales process. At the top of the funnel you have Read More

(Editor’s note: I encourage you to share your thoughts on the opinions expressed in this article. Some of the principles may not resonate with all readers and I’d love your feedback either way.) Read More

(Editor’s note: This article was originally written for ENX magazine’s Mexico and Latin America magazine. To view the original version of this article in Spanish, click here.) While the United Read More

Who was it that had that saying about life being about just showing up? Oh yeah, Woody Allen.  Well, I want to put a qualifier on good old Woody’s saying. He wasn’t referring to sales calls and Read More

Are you confident all members of your field service team are performing each and every service call consistently?  Does the field service team understand the steps they need to follow on every Read More

When I was hired at the Xerox Corporation as I started my career in sales, I learned quickly that math and understanding numbers were requirements for being successful in my new profession.  In Read More

(Editor’s note: Since I didn’t receive an article from David in time for my deadline this week, I am resurrecting an oldie but goodie from back in July.) I am the world’s worst Read More

It’s a cliché that sales is a “numbers game.” Basically, that phrase means that the more people you try to sell to, the more sales you will make. Experienced salespeople know their “ratios”: for Read More