Afraid of Competition?  U.S. Airlines vs.  International Competitors

Afraid of Competition? U.S. Airlines vs. International Competitors

Last blog post,  I wrote about the disintegration of loyalty programs, specifically mentioning Delta and Marriott hotels. This is a trend happening across industries. When a company provides a diminishing return of rewards to loyal customers, shouldn’t that company be concerned with how they are perceived and how they deliver customer service?   In other words,…

Underperforming Sales People?  Fire Or Provide Firepower?

Underperforming Sales People? Fire Or Provide Firepower?

Senior managers and business owners will not think twice about investing in the most common tools for growing their sales team:  sales training, coaching, incentives, superstar searches, bonus/commission plans; motivational events, etc.   About 90% of the time, these investments lack the key ingredient to ensure an ROI.  Very few companies provide sales teams with…

Is Your Sales Message Ambiguous?

Is Your Sales Message Ambiguous?

Yesterday I was driving behind a produce truck that had an interesting, albeit somewhat disturbing message: “XYZ produce…From Farm to Fork Handled by Professionals.” Now I ask you, do you want your produce handled by professionals? What comes to mind? Did they wash their hands? Is the produce bruised from all the handling? Did they…