Make contract renewal a sure thing

by Ron D’Andrea Share Recognize this? Salesperson clinches the deal, customer moves over to the account manager, renewal sales rep schmoozes the customer to renew, maybe upgrade, their contract when the time comes. And so it goes on. But is that conveyor belt...

How to upsell and cross sell effectively

by Ron D’Andrea Share Do you want fries with that? The question of a generation. The moment of upsell. It’s now such a natural question that we don’t even notice it. The customer has bought the product she wanted, and she is happy with it. But the...

Courage in presentation tension

by Ron D’Andrea Share 91% of people asked thought trying to calm down before giving a speech was the best option. [1] But is it? Glossophobia. Stage fright. Fear of public speaking. Whatever you call it, it’s very real. A Gallup Poll in 1998 found 45% of people...