Tag

behaviors

The End Of Summer Is The Beginning of Crushing Q4

By Gina Trimarco, Chief Results Officer All summer long it’s so normal to get those reply emails that start with “I’m on vacation until xyz date.” It’s a CRM juggling game of proving to your bosses that you really, truly are following up on new business but “they’re on vacation, I left a message” becomes...
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Finding Good Employees – Ask Yourself “Why”

By Gina Trimarco, Chief Results Officer “We can’t find good employees” is a phrase I continue to hear from nearly every client. No matter what the industry or geography this sentiment is shared often. And while we are a smaller company that doesn’t depend on many employees to manage our businesses, I do have many...
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Common Sense Customer Service – That’s The (Meal) Ticket!

By Gina Trimarco, Chief Results Officer How is it that the employees of the same company can differ so much when it comes to customer service? This is a question of training versus common sense but really it comes down to hiring culture. I recently attended a client’s annual meeting and awards dinner at a...
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Employee Empowerment Is Not A “Job Duty”

By Gina Trimarco, Chief Results Officer How often have you experienced a poor customer service situation where the employee says “I’m not allowed to do that” or “It’s our company policy”? It’s frustrating and annoying. One of the first things we teach in customer service training is what NOT to say. Don’t tell the customer...
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Selling Comfort Instead of “Pain Points” Should Be Your Sales Strategy

By Gina Trimarco, Chief Results Officer For several years I got sucked into the selling mantra (taught by the guru sales coaches and trainers) that emphasizes the need to highlight your prospects’ pain points to get them to buy from you. “Show them their ‘pain’ and then sell them a solution.” In theory it made...
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MANAGING PAIN WHEN YOUR BUSINESS IS IN “CRITICAL CONDITION”

By Gina Trimarco, Chief Results Officer Dedicated to Isolde Trimarco, my mother I’m writing this post from a hospital waiting room while my mother undergoes open heart surgery for an aortic aneurysm. Sounds pretty scary, right? It is! It’s life-and-death scary and it has unexpectedly turned my world upside down in every aspect of my...
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Building a Selling Organization: Employee Engagement means Trust

The following guest post was written by Shawn Karol Sandy of The Selling Agency, a partner of Pivot10 Results and co-presenter of “From Pain To Profit: Strategically Pivot Your Talent and Culture” on June 23, 2016 in Myrtle Beach. There’s a big discussion happening out in the business world about Employee Engagement: the emotional commitment...
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