There is no more overused term in selling than the words “customer-centric.” Everyone says they put the customer first. Originators will even tell you they know exactly what the customer wants. But thinking that you know what the customer wants is not the same thing as delivering what the customer needs. We’ve heard the same […]
In a recent training engagement with experienced B2B originators, I looked up their profiles on LinkedIn, Facebook and Twitter to familiarize myself with the students. How many do you think were active social media participants or even had an updated LinkedIn profile? None. Zip. Zero. I was shocked. When I asked why this was the […]
Today, I want to discuss an issue I often see when reviewing a sales team’s performance. I always ask sales managers what training they feel they need to improve their skill sets. The answer I hear most frequently is that they don’t need any training. I find this interesting because an outside consultant is never […]
Every salesperson knows the metaphor of low-hanging fruit. In sales origination, it means the easiest or simplest way to generate volume. These are the most obvious opportunities because they are readily achievable and do not require a lot of effort. In mortgage banking, refinances have provided low-hanging fruit for a long time. The problem is […]