From the monthly archives:

August 2009

Congratulations, Your Clients Now Own You

by Rob on August 25, 2009

It’s 5:30 PM and I was driving the 405 south through Orange County.

The phone rings and it is one of my clients.

Not just any client but my largest.

He called to ask for money for a marketing campaign that would be ‘featuring’ my fund family. The amount he requested was really out of bounds for my budget.

Using my best negotiating attempt I threw a counter offer on the table.

And he played the following card:

[click to continue…]

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tagged as client relations, sales lessons, wholesalers

Sales Managers Do Not Know How To Interview

August 17, 2009

Common comment from clients, colleagues and contacts: sales managers do not know how to conduct an interview.
“All she did was talk about herself”, said one client.
“The manager asked no questions that would allow them to know anything about me that my resume doesn’t already state”, said another.
Attention managers who hire sales professionals: you need to [...]

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15 Sales Rules To Live (and Die) By

August 12, 2009

10 years ago, in January 1999, I wrote a memo to a new sales organization that I was starting.
It was designed to set the baseline for how we would carry ourselves and face off against customers.
It was written for a team of financial services wholesalers.
These rules became the foundation for developing the team’s MQ-Memorability Quotient®.
They [...]

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Paging Miss Informed

August 6, 2009

Monday was the start of a new Wholesaler Mastermind group. The members all work for the same company and this firm has, like many firms, had to deal with the media dragging them through the mud.
As we discussed a host of topics, we dialed into “how do you choose to communicate with clients when your [...]

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