For companies smart enough, and lucky enough, to sustain a strong brand — that brand is a gold mine. For a great brand, customers will drive the extra mile, pay the extra dollar, and refuse to consider lower-priced “me too” offers from competitors.

But what is it that commands this kind of loyalty? The answer is simple: customers are loyal to great brands because those brands deliver great experiences. As it gets harder and harder for companies to stand out through unique product features or technology, strong brands consistently provide distinctive, high-quality customer interactions that low-cost competitors cannot easily duplicate.… Read the rest

Whether you are “Salesperson of the Year” or a rookie just starting out, you’ve probably experienced those low points: the sinking feeling when you lose a hard-fought competitive battle, the discouragement of hearing a string of customer “No’s,” or the struggle not to take a turn-down personally.

When these low moments hit, some salespeople, despite considerable talent and potential, find it difficult to pick themselves up and jump back in the game. They seem to lack the elusive quality of motivation — the ability to soar above these temporary obstacles and keep moving forward. Instead they lose momentum, avoid making … Read the rest