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23
May

Teamwork

Years ago, there was a great running back named John Riggins who played for the Washington Redskins. Big, strong and tough, he would rather run right over you than use any fancy footwork. The offensive line that cleared the way for Riggins called themselves “The Hogs.”
 
Every week, Riggins took The Hogs out for steaks and beers. His rationale . . . he was only as good as the people around him  . . . and in front of him . . . and he wanted to make sure the Hogs knew how much he appreciated them.
 
Who makes up your offensive line? Who blocks for you by processing your orders, talking to your customers and following up on delivery? How loyal are they to you? Read more »

16
May

Two Sides of the Technology Coin

The other day I was talking to a salesperson I respect very much when he said something that surprised me.
 
“In my opinion, laptop computers and iPhones hurt my selling more than they help it.”
 
“How can that be?” I asked. “Communications opportunities with clients and prospects are nearly unlimited now. Doesn’t all the new technology help you become a more efficient communicator?” Read more »

3
May

The Ultimate Customer Service Move

The single most valuable thing you can do to endear yourself to your customer is to introduce him or her to someone who might become a customer of theirs!