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Oct 15

Ask These Questions to Measure Employee Engagement

Employee Engagement Is your staff engaged? Do they exhibit a sense of pride or ownership of their job? Are they connected in a way that builds a sense of company loyalty? We’re not talking about performance. Employee engagement isn’t about performance at all. An entirely disengaged employee (someone who hates her job but still does …

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Oct 08

10 Strategies for Improving Customer Payments

10 Strategies for Improving Customer Payments Left to their own devices, customers will often pay on their own terms if allowed to do so. It’s about convenience within their payment cycle. Therefore, it’s up to you to enforce your payment terms. It’s a little easier with new customers. Strict terms established at the very beginning, …

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Oct 01

Common Delay Tactic: Didn’t Get the Invoice

Missing Invoice You nudge your customer for payment of an invoice, but he claims he never received it. Buying time with this age-old excuse isn’t uncommon… probably because it’s just such an easy one to use! There are a number of questions to ask when you hear this excuse. Each one puts the pressure on …

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Sep 24

What NOT to Do: Good Collection Advice

What NOT to Do: Good Collection Advice Credit Today posted a terrific article titled How to Kill a Customer: Seven Practices Credit and Collection Need to Avoid. Why’d we like it so much? In a word, the advice is practical. Practical advice is the best advice because it’s applicable. Doable. You can read the article …

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Sep 10

ABC (Always be Closing) Is Not So Standard Anymore

Closing VS Helping The world of sales operated with an ABC attitude for decades: Always Be Closing. Get the deal. Make the sale. Nothing else matters. The Internet has changed this approach dramatically. Before the Internet, sales faced an information handicap. It was more difficult to research pricing differentials and more challenging to find alternatives …

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