Blog – Wallace’s Words of Wisdom
Where business and sales leaders find tips for improving your results.
Are your customer retention conversations driving customers away?
Most companies agree that 70 - 80% of their business comes from existing customers. Yet many treat a customer retention conversation the same as a customer acquisition conversation. They need to be different. Check out this video from some additional thoughts. For...
Not with a Fizzle, but with a Bang!
Olive (played by Emma Stone) in "Easy A" famously said about her video series, "Not with a Fizzle, but with a Bang!" It's no different when you're presenting to a prospect, a customer, or even internally. You have to close strong. Check out this video for some more...
Don’t ‘F’ up the middle
What George Lucas said is no different than with a presentation. Just because you open your presentation strong, you're not home free. Check out this video to make sure you don't, as George Lucas says, "F up the middle." For more information? Contact me HERE or call...
Don’t let your audience in The Hammock
If you don't open your presentation well, your audience will end up in "The Hammock." What's "The Hammock", you ask? Good question. Check out this video for the answer. For more information? Contact me HERE or call me at (414) 375-0253. This content is the...
That’s that way I’ve always done things – deja vu
Once again I'm on a rant about "That's the way I've always done things." I'm still hearing at way, way too much, and I'm mystified. Check out this video for some additional thoughts. [video width="1920" height="1080"...
14%
14%. What does this number mean? More on that in a minute... It's common among salespeople to think that they can, after a short initial meeting with a prospect, have a relationship that will lead to business. Check out this video for some thoughts on this perception,...
That’s the way we’ve always done things around here!
"Well, that's the way we've always done things around here." How many times have you heard that - even now? Once is probably too many times. Status Quo Bias is a powerful force that drives us to just keep on doing what we've been doing, even if it doesn't make any...
Client Retention
Most companies spend most of their sales and marketing efforts on client acquisition. Studies indicate that 80% of all material is about client acquisition. Yet sales and business leaders know that 70+ percent of their business comes from existing clients. So you'd...
Customer Stories
A great customer story (or several) is one of the best selling tools at your disposal. However, most customer stories lack one key ingredient - the before data. If you remember from my previous blog/vlogs/etc., one of the key triggers for the decision making part of...
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