You should not have lost that customer or new opportunity?
When you uncover what really happened?
We help you discover the customer's story and leverage what really happened into "get better" actions
In my first attempts to do a lost business call, I struggled to even get the call. As I got better at getting the calls, I had a lot of learn the hard way moments. Times when I pushed too hard, in the wrong direction, or asked a question incorrectly. Too many times the customer Read more about Coaching Guide – How to do Lost Business Calls[…]
As a CEO, you know the pain. The email comes in… “We lost XYZ Inc.” The entire organization feels it. The potential for negative morale is high. Your first inclination is to assure. The sales team answers the question of what happened, and the explanation is on target with organizational assurance – “It’s not a Read more about A Gut Wrenching Moment[…]
An emerging what happened exploration strategy utilized by CEO’s who go through the gut-wrenching moment of losing a customer or strike zone opportunity, is turning out to be a valuable risk reduction strategy as well in investment or M&A situations. This “look in the rear view mirror” is proving to be instrumental in spotlighting risk Read more about Lost Business Assessments – A New Due Diligence Tool[…]
Inevitably when you lose business to a competitor or to “do nothing,” knowing what happened only gives you change directions. Nick Zurovski, a graduate of the Finding Winners team development program, explains how the program insures your team actually changes direction.
Scott Martiny tells the story of how the Finding Winners role play based training program came to be
The CEO, HR Dir, and a sales rep share their experience in the Team Development program
Your goal in any interview is to gain insight into the candidate. The candidate’s goal in any interview is to spotlight the characteristics they believe you need and want. You unfortunately are at a disadvantage. The candidate has the internet, an endless living encyclopedia often supplemented by recruiters and career placement services which are designed Read more about 5 Great Questions They are Not Ready to Answer[…]
Given 66% of all customer engagement hires turn out to be the wrong person, you are likely stuck with some folks in the team who will never be top performers, but are not weak enough to terminate. Here’s a way to help those folks realize where they are and find the motivation to look for Read more about When Someone is in a Role They Cannot be Successful at[…]
Some would say its just the natural order of things that sales teams and service teams will struggle to get along and work effectively together. But its not the natural order of things and its a very expensive problem relative to the bottom line. Here are some effective moves you can make to get both Read more about My Sales and Service Organizations are not Working Together?[…]