by John Kypriotakis | Feb 27, 2014 | Sales, Uncategorized
It happened again…another expert referenced a statistic that, well, just doesn’t exist. You may have heard this one as well. I’m asked about it quite often and it goes something like this: “Decision makers don’t talk to sales people until 67% of the buying...
by John Kypriotakis | Feb 17, 2014 | Customer Service, Management, Sales
Encouraging the involvement of your whole organization in your marketing, selling and customer service efforts has this as one of its many positive results: the more integrated you become with your customer’s organization the more solid the relationship will be....
by John Kypriotakis | Jan 24, 2014 | Customer Service, HR, Management, Sales
Early in my career I was fortunate to come across a real pro and learn a lot by seeing things from “her point of view.” Beverly Catalano was a great receptionist and as she was approaching her retirement she authored an article to post on my website. It has been some...
by John Kypriotakis | Jan 10, 2014 | Sales
This one is an old story, had to search deep in the archives for it, and even though it’s not exactly a selling situation, it is a great example of just how important it is to 1) be prepared, and 2) ask the right questions. It seems that the wet-behind-the-ears...
by John Kypriotakis | Jan 3, 2014 | Management, Marketing, Sales
What is “sales channel management,” and how can we implement it in an effective manner? Before we get too far into this discussion, let’s first identify the exact meaning of the word “channel” (courtesy of www.dictionary.com): A course or pathway through which...
by John Kypriotakis | Sep 13, 2013 | Customer Service, Management, Sales
DEALING WITH ADVERSITY You’ve had one of those days… you know bad news from a client, conflict with a peer, bad luck or timing on a crucial project, or whatever. Bottom line, something went horribly wrong, and the rest of your day, week, or month may very well be...
