Many business owners and executives dream of transforming their stuck-in-the-middle business to a successful one, but only few succeed. Too few! Why do so many
As of January 1, 2013 Dr. Paul Viio has been appointed Director Sales Research at CERS, Hanken School of Economics, Helsinki, Finland. Dr. Viio is
Know yourself, know your customer. Sales competence and customer relationship management are important. But what does the feeling of security have to do with selling?
You want to achieve something meaningful but have the feeling that you are mostly distracted by other things that come your way. Does this sound
As of August 2012 Dr. Paul Viio has been appointed visiting Professor at the International University of Monaco – IUM. Dr. Viio teaches service and
The most commonly used measurement for measuring an executive’s performance is money. The more profit that is generated for the company, the higher the executive’s
Instead of being busy chasing the deals to fill our sales quota for the month or quarter, we (anyone involved in personal selling) should focus
I felt honored to be presenting my research in the area of sales and sales management at the AMA (American Marketing Association) SERVSIG (Special Interest
Many companies and salespeople make a great job attracting potential customers. They get the customers interested, engaged and ready to make the buy-decision. When it
Have you ever heard someone say ”I’m a really great salesperson”, but once you have
Here are 3 key components for building a value-based business and become successful. This brief
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