by Jim Doyle | Apr 17, 2020 | Coronavirus Crisis, Prime Time
When this is all done, I hope the leaders of our industry take a moment for self-congratulation. You have effectively balanced your responsibility to serve your communities with your responsibilities to your people. That’s what true leadership looks like. I am so...
by Angela Betasso | Mar 30, 2020 | Coronavirus Crisis, Prime Time
By Angela Betasso, President, and Jim Stoos, Senior Marketing Consultant. We don’t believe anyone could have foreseen what is happening now, when putting together 2020 budgets and plans last year. And yet, as unpredictable as it is right now, there are a few things...
by Jim Doyle | Mar 22, 2020 | Coronavirus Crisis, Prime Time
By Jim Doyle and Angela Betasso. As the news stories continue to outline a world very different from what any of us have ever seen, we wonder if it’s time for leaders in our business to take a longer view. In our UPGRADE Selling® training, we teach AE’s about the...
by Jim Doyle | Mar 4, 2020 | Prime Time, Sales
Here’s the scene. It happens hundreds of times each week in your market. And, in every market. An account executive meets a client for the first time. Early in the meeting, often in the first minute or so, the client asks a really common question: “What have you got...
by Jim Doyle | Feb 17, 2020 | Prime Time
It’s called a service breakdown. That’s when some piece of the customer experience gets screwed up and the result is an unhappy customer and the possibility of someone no longer doing business with you. I’ve encountered a few of these recently and they remind me how...
