Did you ever wonder why managers and salespeople always seem to be caught up with the here-and-now demands of today (the current hot topics QM and QRM come to mind) and rarely spend enough time thinking about issues critical to future success like how to create demand in prospects who have to be sold that […]
According to a recent New York Times article, the hottest customer service consulting firm isn’t the well-known McKinsey & Co. or Harvard University’s executive management teams but Disney. Yes. Disney. Why Disney? Companies are feeling the pressure to improve the quality of their customer interactions. From the NFL to Chevrolet, organizations are hiring the Disney […]
In mortgage origination today, loan officers and account reps must sell in an environment where customers are much more knowledgeable than they were just five years ago. The balance of power has shifted to the buyer of services and not the seller. In all types of businesses, the seller is facing customers who research before […]