The growth of E-commerce is driving a fundamental change in selling mentality.
E-commerce changes selling. Driven by E-commerce, a fundamental and far-reaching change is taking place in professional selling. The salesperson who’s emerging might well be known as a “customer evangelist.”
Apple Computer and other companies employ evangelists as enthusiastic representatives of their best interests. Taking that imagery a step further, customers will enjoy the benefits of doing business with a new type of sales rep.

THE NEXT CHALLENGE: CUSTOMIZED DISTRIBUTION MODELS As the demand to identify and meet customer needs intensifies, the insurance industry is being challenged to respond with customized, multiple-...

THE QUALITY SCORECARD by Al Diamond Without industrywide efforts to improve, the insurance industry will continue to be susceptible to alternative markets, alternative-distribution channels, an...

THE ROLE OF AN OWNER: IS IT ABOUT YOU OR THEM? by Jack Burke Leadership means a willingness to embrace chan...

THE SALES FUNNEL: AVOID FEAST OR FAMINE by Al Diamond Use this proven system to maintain consistent sales results month after month. The Sales Funnel provides an invaluable res...

THE SERVICE CEILING: WHAT CAUSES IT, HOW TO RECOGNIZE IT, HOW TO BREAK THROUGH IT by E. Al Diamond We have a small Middle-Eastern restaurant in our neighborhood that is family ope...

When it comes to marketing, all too many agents are sinners. Many agents focus on the single client or prospect...

THE SEVEN DEADLY SINS OF MARKETING by John Graham Quite often, the problem is that companies fall into a marketing trap. In this article, John Graham explores the seven most likely reasons wh...

THE TEN COMMANDMENTS OF CUSTOMER SERVICE by Al Diamond I. Do things right-every time.Of course everyone tries to process items correctly. Why do we need to be so absolute in this command...

THE TOP 10 MISTAKES EMPLOYEES MAKE WITH CUSTOMERS by Rebecca Morgan In 20 years of conducting customer service training, Rebecca Mo...