Tag Archives: sales
The Temporary Staffing Revolution

The Temporary Staffing Revolution

by on December 28, 2010 in Temporary staffing

A few weeks ago, I grabbed coffee with a long-time family friend that happens to be a training developer.  Because this person had worked  in training and development for a large mortgage company for many years and now works as a leadership development contractor, I thought she would be a great person with which to talk shop and brainstorm social learning ideas.

However, conversation quickly turned to the temporary staffing industry in general.  Beth’s experience looking for work as a private contractor exposed her to the current temporary staffing boom.  According to an article released by mlive.com, more than a quarter of new jobs created this past year were temporary jobs.  And according to another story from the New York Times, that trend is expected to continue.  Business confidence is still extremely low.  People hate firing other people.   The costs of health and retirement benefits are running high. …

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Jeffrey Gitomer’s Reciprocation: The Old Give and Take…and Take

Jeffrey Gitomer’s Reciprocation: The Old Give and Take…and Take

by on December 10, 2010 in sales

Pay every debt as if God wrote the bill.

-Ralph Waldo Emerson

Last week I attended Jeffrey Gitomer’s sales seminar here in Minneapolis.  For those of you that don’t know Jeffrey, he’s one of the foremost sales speakers and writers in America today; author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling and The Little Gold Book of YES! Attitude.  I had never heard Jeffrey speak before, but after reading a couple of his books, I had fairly high expectations going into the seminar.  Well, it’s fair to say that he blew them out of the water.  He was creative, he was edgy and he was overall very fun to watch and listen to.  Aside from all of these great things, however, what separates Jeffrey from other sales trainers both in my mind and in wallet size, is the importance he …

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5 Ways to Increase the Value of Your Customer Base

5 Ways to Increase the Value of Your Customer Base

by on September 22, 2010 in customer service, sales

A key driver of your company’s value is the aggregate value of your customer base.  When I joined the Dashe & Thomson team a little more than a month ago, I knew my success would hinge greatly on my ability to understand our customers and their needs.  However, in my short time here it’s clear that analyzing customer profitability and maximizing a customer’s lifetime value are just as important.  These tasks are essential to any business, but when time and resources are limited at a small change management firm like Dashe & Thomson, they become vital.   Paging through old notes from a marketing class I took while at Carlson, I can recall five things companies can do to improve the value of their customer base:

  1. Reduce the rate of customer defection – Something that continues to come up in discussions I have with clients is how satisfied they are with

    2. …

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