How to Thrive in a Customer-Centric Economy

  Who owns the customer? This question might sound simple but the answer is really the crux of winning in the information age. Of course, sales will say originators own the customers because they are the front-line interface with consumers and referral sources and deliver the quality of the customer’s experience. On the other hand, […]

Do Your Originators Know Their Selling Basics?

In recent conversations with sales managers, I’m surprised to hear how many originators do not know the basics of selling. One executive was particularly stunned when he asked originators what percent of the real estate agent’s business they were getting. They had no clue where they stood with referral sources! Another executive said when he […]