In the past sales used to be about interrupting and pushing your product or services. In recent years sales has taken a more “customer centric or customer focused” approach. All about the customer and how they feel and what they want and how you can help them. Or is it? I mean you’re in sales right? You are supposed to really care about your customer,...

Before you start smirking and thinking that I have gone stupid, give me at least the next three sentences to bend your ear.  I am not talking about being mean to one customer and super nice to the other.  I am not saying that you should have extreme differences in how you service your customers.  Instead you should start treat them how they want to be...

You have worked diligently in identifying who your ideal customer is.  You can picture exactly in your mind how they look, dress, eat, drive, and most importantly spend their money.  Yet do you know who influences their decisions? Now I am sure you have noticed that I have not written what, but who? It is the “Who” that has a tremendous amount of power...

We have had the honor of having written a guest post for the pharmaceutical industry blog pharmaphorum. Our post touches upon the changes currently being debated in the U.S. Legislature on Healthcare.  The changes will have a profound impact in how the industry sells its products. Enjoy! and we look forward to reading your comments! Pharmaphorum Post on US...

Who purchases your products and services? What do they look like? How do they interact in your marketplace? These are just some of the questions you need to know the answers to when you seek out your ideal customer.  For the small business or niche business, your ideal customer is not everyone that walks through your door.  In fact, even for the larger...