|
Training for Book Authors
|
|
|
Other Resources for Book Authors & Publishers
|
|
|
Please Support Our Advertisers
|
|
|
|
|
|
Gone Are the Days... Revitalizing Sales Reps for the New Century
Copyright (c) 2006-2021 Rick Johnson
It's the new millennium - has selling really changed? Is the evolution of change something we as sales people in distribution really need to focus on? Is sales in the New Century really so different that the concept of pioneering a territory and then servicing the customer as a life annuity has gasped its final breath? The answer to those questions is yes. So, now what do we do to prepare ourselves to pass through this time warp and become "A" players in the New Century?
BEING AN "A" PLAYER IN THE NEW CENTURY
As an "A" player in the New Century you must build business-to-business relationships through channels that other team members can service. The special buyer/salesman relationship isn't dead, golf is still allowed, entertainment is still acceptable, but the degree to which these tools are used has changed. Certainly, the focus and the gray matter behind the sales planning process must contribute more to the long-term goals of the organization. The sales representative in the New Century ensures that their products, their services and their company becomes the channel of choice. The primary objective is the same. "First Call and Last Look," but the methodology has evolved to a higher level. Transactions are no longer managed by the field sales representative.
FOCUS HAS CHANGED
Focus must now be on planning for the development of new customers and increased penetration of current high potential customers. The main responsibility of the salesman in the New Century is NOT TO INCREASE SALES, but to systematically and consistently increase the number of customers that call you D.O.C., (Distributor Of Choice). If you truly practice solution medicine for your customers, if you find their pain and make it go away, you will become their D.O.C. That means you'll always get the first call and the last look.
THE REALITY TEST
How do you know if you made it through the time warp? How do you know if you are or can become an "A" player in the New Century? Answering the following questions should give you a clue.
Do you know the 5 largest customers of your 5 largest customers?
What are the 3 largest sources of pain in their lives?
What are your customers' key profit and growth drivers?
What are you doing with the knowledge?
How would the customer describe your efforts to improve their business?
THREE BASIC COMPETENCIES OF THE "A" PLAYER IN THE NEW CENTURY
"A" sales people in the New Century learn to develop Achievement Competencies, Influence Competencies and Thinking Competencies.
1) Achievement Competencies
Achievement competencies focus on results. They help you understand the concept of planning and creating strategies with effective action plans that support corporate objectives. They help you target high potential customers and lock onto that customer's growth objectives with laser-like clarity. They promote creativity, empowerment and initiative.
2) Influence Competencies
Sales people in the New Century no longer hit the road trying to meet a quota for the number of calls per day. The "A" player of the New Century focuses on multiple contacts within an account, seeking to match his company resources, including people, to his clients' needs. He targets his persuasion techniques, maximizes his personal impact and works hard to improve organizational awareness on both sides of the sales equation. The "A" player in the New Century promotes Tier Level Selling in his customer's organization as well as his own organization.
3) Thinking Competencies
The New Century Salesmen is a quick thinker. When he shoots from the hip, it's from a knowledge base that doesn't expose his company to undo risk. He can think outside the box and practices scenario planning within his own territory analysis to prepare himself for the future. He is a short-term planner and long-term strategic thinker.
"A" PLAYER RESULTS AND HABITS
The "A" salespersons in the New Century are always striving for improvement. They gain the majority of their targeted customers' business. They increase market share. Transactions flow through a well-managed relationship that they have established. Their time is focused on growth rather then transactional service (the team and the system do the servicing).
The "A" player of the New Century constantly seeks to enhance their selling skills and the knowledge base of the industry they serve. They no longer focus on product knowledge. They focus on their customers' products and industry knowledge. They have fine-tuned the basic habits of success.
The habit of prospecting
The habit of planning
The habit of using a professionally prepared sales presentation
The habit of goal-setting
The habit of record-keeping
The habit of efficient time control
The habit of self-development
The habit of continuous development of their industry knowledge
The habit of self discipline
GONE ARE THE DAYS
Salesmanship in the New Century has changed. Gone Are The Days of selling features and benefits. Today you must understand how your customer makes money and match the benefits of your product to his profit-making activities.
Gone Are The Days of developing a personal relationship as the key to success. Selling in the New Century still requires that personal relationship but it must be expanded upon. You must become a business consultant and an advisor to your customer in this century.
Gone Are The Days when your focus was on your product and services. You must now focus on industry knowledge. You must become an expert in the industry to provide real value to your customer in the New Century.
Gone Are The Days that you dribble from the mouth creating rambling conversations and making unsolicited scripted presentations. "A" players in the New Century listen more than 80% of the time. I mean really listen and understand the customer's real concerns. They look for opportunities to solve problems, to take the pain away.
Gone Are The Days of salesmen being high paid apologists. Sales in the New Century require quality and service as a given to enter the game.
C2 = SALES SUCCESS
C2 means knowing and understanding your customer's customer. To become an "A" player in the New Century you must get involved with your customer's customer. New Century Sales requires that you strive to bring your customer more customers. It requires an understanding of their capital structure and suggestions on your part to make them more efficient. It requires your help in introducing them to new markets.
Gone Are The Days that you compete with price, service and quality alone. Sales in the New Century depend on your understanding of the difference between price and cost. More importantly, sales success in the New Century depends on your ability to educate your customers on the difference between price and cost.
Gone Are The Days of "Three Bids and A Buy." The purchasing mentality of your customers has changed. Innovations in their purchasing practice forces innovation in your selling practice. Today you must seek, document and get signed agreements from your customers on cost savings. You must focus on working capital reductions, direct expense reductions, indirect expense reductions (redevelopment of personnel), system reliability, inventory management and logistics solutions that contribute profits to their bottom line. Reduction of Your Gross Profit Is Not An Acceptable Cost Reduction.
MUST I BECOME BIONIC?
"A" players are not super humans. They simply focus their efforts on success. Ask yourself the following questions.
What are your Customers' Key skill sets? (What are they really good at?)
What would your customer's customer say they really value from your customer?
Ask these same questions of your own company.
Remember, in some cases "Loser Customers" deal with "Loser Distributors." They often form a mutual admiration society. "A" players in the New Century quickly learn to recognize Loser Customers and refuse to waste valuable time on them.
Take the time to really understand value added selling. Recognize its power in generating much more volume than the Old Century approach. The key is to completely separate selling goals from being genuinely helpful and understanding your customer's business. Real value added selling focuses on helping customers solve their problems, without trying to make a sale. Remember that Value Added is defined by the customer, its goals and its business.
BEAM ME UP SCOTTIE
This may all sound Inter Galactic, overwhelming and you may even think, "What's The Use?"
I know how to sell. I'm good at it and I've been doing it for years."
Well, chances are you may be absolutely correct. You see, things didn't change overnight. When the clock struck 12:01am at the turn of the century, there wasn't a Big Flash, a Sonic Boom or a Major Revelation on how we as distributors are to change our practices or the way we go to market. The truth of the matter is that we have been going through an evolutionary process throughout the nineties, accelerated by improving technology and information distribution. The point is, if you were an "A" player sales person in the 90's, then chances are you have learned and practiced many of the techniques discussed in this article. Now, all you have to do is to continue to learn and refine your skills. If you haven't changed your style, learned new practices based on improved customer intelligence, and if you still believe in the sales model developed in the old century, you are probably struggling to maintain market share. Seek out additional training and advice. Look for a mentor. I'm betting that the majority of the readers fall into the first category. You have been involved in the evolutionary process and you are eager to face the challenges of the new century.
To paraphrase Wayne Gretsky, "You want to skate to where the puck's going to be."
I'll add, "Seek to arrive with an attitude - an attitude of success."
|
http://www.ceostrategist.com - Dr. Rick Johnson (rick@ceostrategist.com) is the founder of CEO Strategist LLC. an experienced based firm specializing in leadership and the creation of competitive advantage in wholesale distribution. CEO Strategist LLC. works in an advisory capacity with distributor executives in board representation, executive coaching, team coaching and education and training to make the changes necessary to create or maintain competitive advantage. You can contact them by calling 352-750-0868, or visit http://www.ceostrategist.com for more information. CEO Strategist - experts in Strategic Leadership in Wholesale Distribution.
|
VOTE ON THIS ARTICLE
Needs Work >>
0 -
1 -
2 -
3 -
4 -
5
<< Excellent Article
Tell our authors what you think about their article.
|
Top-Level Category: Business Offline Articles
10 Most Recent Articles Written by Rick Johnson
The 'R' Word
Written by: Rick Johnson |
Distributed: 2008-09-30 |
Word Count: 952 |
Page Views: 3275
| Votes: 10 |
Rating: 2.30
In order to survive or even thrive facing today’s economic
conditions, which may even see gas prices hit five dollars a
gallon, it will require sticking to the basic principles of
running a well managed business. Some economists say we are
definitely in a recession even though the actual numbers don’t
really validate their opinion. The question is... Does it really
matter?
Succession ----Have You Taught Your Son or Daughter How to Swim?
Written by: Rick Johnson |
Distributed: 2008-09-26 |
Word Count: 1346 |
Page Views: 3453
| Votes: 9 |
Rating: 2.44
I don't have a lot of memories of my Dad since he left the
family when I turned six and passed away when I was only nine
years old but there is one memory that seems to be burnt into my
brain. It was a day when just he and I were together. I was only
five years old and he decided it was time to teach me how to
swim.
It Can Get Lonely at the Top
Written by: Rick Johnson |
Distributed: 2008-09-24 |
Word Count: 1084 |
Page Views: 3323
| Votes: 9 |
Rating: 1.78
Being a President, CEO or the owner of a company can get lonely
at times. This is true even if you are an excellent leader and
have developed a top notch executive staff. Often times you face
decisions, challenges or even just thoughts that you can't even
divulge to your most trusted employee. Some CEOs use executive
coaches to help them during these times. Often it is just
affirmation and validation of one's own thinking but it is
important to have that outlet.
Think Like Dr Phil and Maximize Your Sales
Written by: Rick Johnson |
Distributed: 2008-09-19 |
Word Count: 948 |
Page Views: 2819
| Votes: 10 |
Rating: 1.10
Becoming a total solution provider means everybody has a role to
play in the process. It's about finding the customer's pain.
What are the real rules of engagement with the customer? Make no
mistake... The customer sets those rules and it's really not
about what you are selling. It's about what the customer is
buying. Let me put it in perspective using an analogy from Tom
Winninger - Americas Marketing Strategist.
Empowerment - Are You a Micro Manager?
Written by: Rick Johnson |
Distributed: 2008-09-16 |
Word Count: 1120 |
Page Views: 3618
| Votes: 13 |
Rating: 1.62
Employee development, succession planning and bench strength are
just three of the key principles for success. These become
obvious once you start developing a strategic plan. Sales growth,
profit growth, operational and service excellence are factors we
all recognize easily because they can be easily measured.
Competitive Advantage ---- Make Your Strategic Plan Your Launching Pad
Written by: Rick Johnson |
Distributed: 2008-09-09 |
Word Count: 1283 |
Page Views: 3892
| Votes: 12 |
Rating: 0.92
Developing competitive advantage in the market place is not the
easiest thing to accomplish.
Leadership ---- Are You Giving Back?
Written by: Rick Johnson |
Distributed: 2008-09-02 |
Word Count: 1250 |
Page Views: 3452
| Votes: 6 |
Rating: 0.83
We often talk about coaching and mentoring being key ingredients
to effective leadership. Two thoughts come to my mind every time
I hear the words --- coach and mentor. My first thought is that
it is very rare for any organization to provide actual training
on how to coach or mentor employees. It is often left up to the
individual as a leader to figure that out. My second thought is
the realization that most of our actions toward our employees
come naturally as a result of the kind of leadership model we
have personally created.
Wounded Wolves --- The Journey Forward
Written by: Rick Johnson |
Distributed: 2008-08-14 |
Word Count: 2135 |
Page Views: 3197
| Votes: 13 |
Rating: 2.77
This is a story about finding your way. It's dedicated to any
and all people that may have found themselves lost, confused,
powerless, in a dead end career, going nowhere and those who may
have lost sight of what they really want from life. It's a story
about 'people (wounded wolves)facing life's challenges' and
making the journey forward. Forward to success, self esteem and
pride. Maybe a few of you can relate to this as it's happening
now. Or, maybe you were wounded once and remember the journey you
had to make to create happiness and success in your life. Being
wounded can be a result of many things - a personal crisis,
family life, a bad marriage, the way you were raised, poor life
decisions, limited exposure to education and learning, and
sometimes just being in the wrong place at the wrong time. It can
even be just a matter of heritage and the socialistic environment
that you become accustomed to as a child.
How Do I Fire My Son Toby? My Wife Won't Allow It...
Written by: Rick Johnson |
Distributed: 2006-08-08 |
Word Count: 1406 |
Page Views: 3301
| Votes: 12 |
Rating: 2.67
I love Toby. He's my oldest son, he's Vice President of Sales
but he just doesn't get it. The key word here is family and the
closer the family member is to you the owner, the more difficult
the decision and action becomes.
Superstar to Superstar --- Can Your Superstar Sales Person Become Your Superstar Sales Manager
Written by: Rick Johnson |
Distributed: 2006-08-08 |
Word Count: 1578 |
Page Views: 3248
| Votes: 13 |
Rating: 2.77
Finding the right person to fill the sales management role is a
common quandary in wholesale distribution. It can be especially
challenging when a decision is based strictly on sales territory
performance without regard for the specific skill sets required
to lead a sales force..
All of Author's Articles on this site: Rick Johnson Articles
Most Recent "Business Offline" Articles
How To Build a Strong and Powerful Business During a Recession
Written by: Trey McMartin |
Distributed: 2011-11-10 |
Word Count: 987 |
Page Views: 5751
| Votes: 6 |
Rating: 0.83
During a recession, most business owners pull the reins on
advertising budgets, fearful of what tomorrow might bring...
Those who remain fearful have forgotten what made them the
success they are today... They have forgotten that they have
a God-given talent to overcome the incredible obstacles in
their paths.
SEO Lessons from Local Businesses
Written by: Trey McMartin |
Distributed: 2011-11-09 |
Word Count: 945 |
Page Views: 5853
| Votes: 5 |
Rating: 0.40
More than once in the six years that I have been providing
SEO services for websites, I have had the opportunity to
discuss with individual business owners their search engine
optimization needs. Now and again, I run across an
individual business owner who is quick to say that SEO is
absolutely worthless. When confronted with such an absolute
statement, I like to press for details. It has been my
experience that people who speak in negative absolutes will
have a horror story to share.
Where Will FDA Target Next? What IVD Manufacturers Should Know Before Their Next FDA Audit
Written by: Norm Howe |
Distributed: 2011-09-12 |
Word Count: 706 |
Page Views: 537
Medical device manufacturers are always interested in knowing
what FDA's next area of focus will be. Well, if you're an In
Vitro Diagnostic manufacturer you might review your measurement
systems.
Online Fax - 10 Reasons To Get An Online Fax Service
Written by: Titus Hoskins |
Distributed: 2011-09-12 |
Word Count: 560 |
Page Views: 542
Online faxing is the new more modern way to fax. If you or your
company is not using an online fax service, here are 10 good
reasons why you should get it.
Best Effort Essential for the Job Interview
Written by: Barbara Wulf MS, ACC, CPCC |
Distributed: 2011-07-30 |
Word Count: 676 |
Page Views: 632
Interviewing will determine if you are the right person for the
job. These tips will help you make the job interview a success.
Go Green With Your Career Search
Written by: Barbara Wulf MS, ACC, CPCC |
Distributed: 2011-07-28 |
Word Count: 636 |
Page Views: 4617
| Votes: 4 |
Rating: 0.50
Many of the qualities of green living, like recycling and
sustainability, can apply to a career search, even if the
career is not directly associated with green industries.
ReCareer in the Second-half of Life
Written by: Barbara Wulf MS, ACC, CPCC |
Distributed: 2011-07-26 |
Word Count: 525 |
Page Views: 4611
| Votes: 5 |
Rating: 1.20
Many of us worked the first half of our life to "fit" the
job description. ReCareering is about finding the right fit,
being selective, being creative, being fulfilled and being
intentional about how you spend your time.
Up in the Air
Written by: Barbara Wulf MS, ACC, CPCC |
Distributed: 2011-07-24 |
Word Count: 678 |
Page Views: 598
When looking for work or changing careers, go beyond researching
on the internet and reading articles. Find out how you can learn
from the art of listening and having a conversation.
Salon and Spa Owners: Which Monk Are You?
Written by: Dan Lok |
Distributed: 2011-07-05 |
Word Count: 477 |
Page Views: 5340
| Votes: 7 |
Rating: 1.00
Too many salon and spa owners are carrying around a lot
hurts, regrets, guilt, past failures and fears about the
future. But no one is forcing you to carry these emotional
rocks, so put that sack down!
The Single Most Profitable Day You Spend on Your Spa or Salon!
Written by: Dan Lok |
Distributed: 2011-06-30 |
Word Count: 470 |
Page Views: 5632
| Votes: 5 |
Rating: 0.20
Salon and spa owners need to combine their marketing plan
with marketing systems. A marketing calendar plans out
strategies for a year, and is instrumental to the success of
your spa or salon.
Most Viewed "Business Offline" Articles
How To Write A 300 Page Book In Four Months
Written by: Mark Silver |
Distributed: 2008-07-15 |
Word Count: 821 |
Page Views: 39604
| Votes: 8 |
Rating: 1.38
There's a lot of hoopla about becoming an author of your very
own business book. The promise of fame and fortune is very
alluring. Yet your book remains perpetually 'about to be'
written. Meanwhile your business has ground to a halt. Hmmm...
might there be a better way to get a book written?
The Best Marketing Book I've Ever Read (You'll Be Surprised)
Written by: Judy Murdoch |
Distributed: 2007-05-09 |
Word Count: 1522 |
Page Views: 36652
| Votes: 17 |
Rating: 3.18
From time to time someone asks me to recommend marketing books.
Here's one of my favorite marketing books that always surprises
people. Curious? Read on.
The Bizarre History Of The HOLLYWOOD Sign
Written by: Morris Timlen |
Distributed: 2008-11-05 |
Word Count: 1211 |
Page Views: 34251
| Votes: 30 |
Rating: 2.70
The most famous sign in the history of mankind is the one that
graces the side of the hill above Hollywood, California. As
famous a landmark as the Christ the Redeemer statue in Rio De
Janeiro, the Eiffel Tower in Paris France, the Great Pyramid of
Giza in Egypt, The Church of the Savior on Blood in Saint
Petersburg Russia, and the Statue Of Liberty in New York City,
the Hollywood sign is known around the world as the symbol of the
American movie industry.
What Does It Take To Be A Successful Salesman?
Written by: Casey Moher |
Distributed: 2008-08-05 |
Word Count: 930 |
Page Views: 26836
| Votes: 84 |
Rating: 3.17
In the course of my average workweek, I meet people who tell me
that they have no sales experience, and very literally, many
will tell me that they could not sell if their lives depended on
it. Do you fit into this mold? Do you seriously believe that you
can sell me on the idea that you cannot sell things?
The Future of the Office Photocopier Industry
Written by: Jennifer Robinson |
Distributed: 2010-07-29 |
Word Count: 635 |
Page Views: 15281
| Votes: 39 |
Rating: 2.00
Since Xerox first invented and sold the first commercial
photocopy machine companies and organisations have paid for
use of the machine on a cost per copy basis. This has
traditionally included full maintainance and toner supplied
under a service agreement. In-fact the office photocopier is
unique in the fact its one of the only pieces of equipment
that comes without a warranty from new. But photocopier
expert Online Connect UK claim all that is about to change.
Never Write A 'Thank You' Letter Again
Written by: Perry Maisin |
Distributed: 2008-08-12 |
Word Count: 971 |
Page Views: 14404
| Votes: 22 |
Rating: 2.09
When I was in graduate school, I had a friend who interviewed at
fortune 500 companies and succeeded at landing a great job. One
day, I saw him sitting in the student union with a stack of
cards. The cards said 'thank you'. He opened each card and
signed his name. The inside of the card was blank. I asked him
what he was doing and he told me that it was important to send a
'thank you' to every person you interviewed with. He believed
that that was the difference between getting the job and being
passed over.
Selecting Between a 401(k) And 403(b) For a Nonprofit
Written by: Daniel Lamaute |
Distributed: 2007-10-11 |
Word Count: 333 |
Page Views: 13975
| Votes: 22 |
Rating: 2.27
Newly released IRS regulations impose several new requirements
and fiduciary responsibilities on employers with 403(b) plans.
While the regulations generally don't take effect until January
1, 2009, there are some provisions that apply sooner.
Conducting Effective Career Aspiration Discussions with Employees
Written by: Andria L. Corso |
Distributed: 2010-03-10 |
Word Count: 690 |
Page Views: 13014
| Votes: 12 |
Rating: 1.33
Enhance your talent management and development programs
through conducting career aspiration discussions with your
employees. Find out where they want to grow their career to
determine if it matches your business needs. This will
enable you to differentiate your employee development to
grow the future leaders of your company.
Top Ten Personal Habits
Written by: Laurel Vespi |
Distributed: 2009-09-08 |
Word Count: 427 |
Page Views: 12652
| Votes: 12 |
Rating: 2.08
Successful people have a regular routine of daily or weekly
habits that reinforce the things that are most important to
them. By practicing a set of personal success habits, they
maintain a positive outlook, keep focused on their
priorities, have more energy, and a greater sense of
satisfaction with life.
Pitch A No-Hitter With Baseball-Themed Flower Gifts
Written by: Wesley Berry, AAF |
Distributed: 2007-12-25 |
Word Count: 413 |
Page Views: 11220
| Votes: 21 |
Rating: 1.52
Want to send a gift to the baseball fan in your life that's sure
to knock one out of the park? Send flowers with a baseball
theme! Everyone loves flowers and when you personalize them to
include the recipient's favorite hobbies, like baseball,
they're sure to make an even greater impression.
Highest Ranked "Business Offline" Articles
Equal Opportunity Pizza Ordering
Written by: Rudy Vener |
Distributed: 2007-10-19 |
Word Count: 629 |
Page Views: 4861
| Votes: 10 |
Rating: 3.60
With online ordering, your menu and restaurant suddenly become
accessible to both the deaf and blind customers in your
community.
Lone Wolf --- Lead Wolf: The Evolution of Leadership
Written by: Rick Johnson |
Distributed: 2006-07-20 |
Word Count: 1826 |
Page Views: 3940
| Votes: 19 |
Rating: 3.47
Family owned organizations, both small and large, with succession
issues, family preparation and second and third generation
leadership issues have been subjected to the evolution of
leadership. These organizations are often founded by an
aggressive, highly talented entrepreneur. Many of the principles
of leadership that helped build the success that the organization
enjoyed in the past is not the type of leadership that will
maintain that success through generations of ownership.
Why 'Closing' Is Not The Most Important Part Of Making A Sale
Written by: Scott Bywater |
Distributed: 2006-08-29 |
Word Count: 553 |
Page Views: 5596
| Votes: 25 |
Rating: 3.44
If you ever thought that 'closing' was the single most
important key to sales success, then pay close attention, because
what I'm about to share may surprise you. Let me explain:
What Makes You So Great?
Written by: Judy Murdoch |
Distributed: 2006-10-04 |
Word Count: 640 |
Page Views: 3420
| Votes: 16 |
Rating: 3.38
The other day I was discussing marketing options with a client
and she said something that shocked me. I was shocked because
this client founded and runs an extremely successful consulting
practice and works with an elite roster of Fortune 100 companies.
Get the Balance Right
Written by: Rich Thawley |
Distributed: 2009-01-28 |
Word Count: 638 |
Page Views: 3458
| Votes: 15 |
Rating: 3.33
Do you build your business around your family or your family
around your business? The choice is yours.
You Can Turn Complaints into Cash!
Written by: Judy Murdoch |
Distributed: 2006-08-08 |
Word Count: 795 |
Page Views: 5948
| Votes: 26 |
Rating: 3.31
Most of us don't like listening to complaints. We can't imagine
the value in listening to someone rant and rage about something
they're dissatisfied with. But here 's a secret: There's gold
in those complaints—-if—-you know what to listen for.
Delegate Or Die: 6 Steps For Business Growth
Written by: Rick Sloboda |
Distributed: 2007-05-08 |
Word Count: 366 |
Page Views: 3183
| Votes: 24 |
Rating: 3.29
To achieve business growth, you need to focus on your strengths
and hire others to take care of the rest. Unfortunately,
entrepreneurs often fail to employ this fundamental business
growth strategy. Here are six steps to help you delegate
successfully.
Whose Restaurant Can You Find Online?
Written by: Rudy Vener |
Distributed: 2007-07-09 |
Word Count: 640 |
Page Views: 4520
| Votes: 7 |
Rating: 3.29
What is so significant about Pizza Hut's latest TV commercial?
Why Businesses Need Receivable Factoring In Cash Flow Management
Written by: Toby Seibert |
Distributed: 2007-08-08 |
Word Count: 866 |
Page Views: 6142
| Votes: 7 |
Rating: 3.29
In today's business environment, many businesses need to
fine-tune the process of getting paid on invoices, in order to
improve their cash on hand. Improving cash flow can be an ongoing
challenge for businesses of all sizes, and it is an issue that
must be addressed to ensure the long-term viability of the
business.
Boost Retention And Referrals In Your Insurance Agency
Written by: Stephanie Cunningham |
Distributed: 2007-10-23 |
Word Count: 707 |
Page Views: 2151
| Votes: 7 |
Rating: 3.29
If you have ever stayed at a nice hotel, then you have probably
seen the hotel's Concierge. The role of the Concierge is to
assist guests with information and service to enhance their stay.
What would happen if you took the idea of the Concierge and
applied it to the way you service your agency clients?
|
|
|
|
|
|
|
Article Reprint Rights
|
This work is
licensed under a
Creative Commons
License
You are not required to show the creative commons license notice when you reprint this work.
|
|
Article Statistics
|
Word Count: 1621
Total Views: 3874
Article Rating: 2.77 of 5
Votes Cast: 13
More Articles By Author:
Articles On This Website
Last Distribution Date:
2006-07-25 11:48:00
Internal ID: #3206
|
|
|
Home