Increasing your value to clients

Do you know how valuable you are to your clients? Recently, I did a survey (very informal and decidedly unscientific) and asked everyone I knew if they knew how their clients viewed their value. Everyone answered somewhat differently, but I never got the sense that anyone was truly aware of how valuable – and hence

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Sales Culture and Accountability: It’s About the Behavior

As a sales professional who’s developing a sales culture, what do you expect from your colleagues? Are they shaped by your expectation that they are part of a sales culture and accountable to the client and to one another? Do you engage, motivate, and inspire others in the organization to be part of sales campaigns?

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5 Laws for CRM Success

1. One individual stepped up to the plate. Every project needs an internal champion. The projects that succeeded had one. I’m not talking about a Microsoft-Trained-Dungeons-and-Dragons-IT-Propeller-Head either. They’re good only for backups and security. I’m talking about a really good administrative person. Someone who has a brain and isn’t afraid to use it – or

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Are You a “Class Act”?

When I was growing up, I occasionally heard my father use the expression “He is a class act” when talking about someone he had encountered or done business with. I always found it an interesting and thoughtful expression, and I usually asked my dad what that person did to earn his term of high praise.

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The Internet and Digital Referrals

Howard Yermish Facebook | Twitter | LinkedIn The Internet is connecting people to other people, to information, to ideas, to things, in amazingly powerful new ways. It isn’t changing the fact that we are still human. And we humans like to do business with people we know and trust, even in a world where the Internet seems

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Are You Relevant?

The dictionary defines relevant as “having direct bearing on the matter in hand.” In my work with my clients, I always have people ask themselves that question – and it’s a tough one. In the environment we live and work in, our ability to create relevancy in the minds and hearts of our clients and

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Are You “Present”?

This question has an esoteric feel to it, but I assure you it’s totally real. Are you present? I don’t mean are you physically present; rather, are you truly engaged with the people around you? Your ability to be present has all the power to make a huge difference between success and failure. Your ability

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