by Chip Burnham | Oct 24, 2017
Effective, motivated, successful sales teams for high dollar products don’t just happen. They must be built and developed so that they are able to confidently discuss and convince prospective customers to make a significant capital investment in your product. That...
by Chip Burnham | Oct 24, 2017
When we ask a small to mid-sized company if they know who their best customers are, they always reply that they do. When we ask how they determine their best customers, most say the same thing: the ones who deliver the highest revenue. And which customers do they most...
by Chip Burnham | Oct 23, 2017
It’s easy to lower prices. The sales team loves it because they see it as a simple way to create value in the potential customer’s eyes. The marketing team loves it because they can now deliver a “good news” message to the marketplace. And of course, the customers...
