by Shaun Heuerman | Feb 10, 2011 | Customer Satisfaction, Sales Process
You’re watching the Super Bowl when one of those unforgettable commercials comes on. You grab your sides with laughter. How do they come up with these things? The next day everybody at work is talking about that great ad for… for… What the heck WAS...
by Shaun Heuerman | Dec 2, 2010 | Profitability and Growth, Sales & Marketing, Sales Process
Unpaid consulting. What else can you call it? If your people are creating a plan for a prospect, running it past the credit committee and then not getting the deal, the expense has been hideously high and you feel a little… well… cheap. Don’t you?...
by Shaun Heuerman | Feb 11, 2010 | Sales Process
You’ve heard it before—the bankers who are STILL calling on clients asking hideously inept questions such as, “What kind of things are you looking for in a bank?” or “Tell me about your business,” or “What kind of things are keeping...
