How Originator Quality Impacts Customer Experience

In my sales training sessions, every participant seems to understand how important it is to service the customer well in order to get referrals. Originators certainly know that service levels drive the likelihood of repeat business. But, it still surprises me how many salespeople fail to deliver a great customer experience. The devil is in the […]

Selling is the Easy Part

Yes, I said it: “Selling is the easy part.” What separates successful originators from sub-par performers is that top producers continually prospect and others simply work their pipeline. In my view, there is no question that getting in front of potential prospects amid today’s extensive filtering systems is more difficult than ever. When you think […]