Dwight Spence

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The Lessons of Wells Fargo: 3 things you need to watch for in your organization!

What is the lesson of Wells Fargo for the rest of us? Was there a failure of leadership or was this just another example of bad employees? Let’s look …

Wells Fargo

The 5 Biggest Mistakes Today’s Sales Reps are Making and How to Avoid Them

As you may have seen, I recently moved from one amazing company (HubSpot) to another (Salesforce.com) for an exciting new role, selling to …

A PR guide for startups

Startups are an interesting breed in the world of public relations.<p>On one hand, they are in growth mode and have a lot of activity—and often great …

D. E. Spence & Associates, LLC

What is the lesson of Wells Fargo for the rest of us? Was there a failure of leadership or was this just another example of bad employees? Let’s look …

You're Killing Your Customers: The 7 Deadly Sins Of Sales

What's worse than not hitting your quota? Killing relationships with customers, that's what.

Is your will stronger than your skill? | D. E. Spence Associates, LLC's Blog

Muhammad Ali, the greatest boxing champion of my lifetime, once said “Champions aren't made in gyms. Champions are made from something they have deep …

Motivation

15 Ways You're Wasting Time and Don't Even Know It | Inc.com

Wasting time can be a great thing. Taking breaks and indulging in distractions gives your body and brain a chance to refresh and actually increases your output over the long haul. Study after study proves this.<p>The problem isn't when you decide to kick back. The problem is when you waste time …

Time Management

To Win The War For Talent, Give Them Purpose, Not Just A Paycheck

The next generation of workers is demanding more than a paycheck—they want a purpose.<p>A recent Brookings Institute report states that, “Almost two-thirds (64 percent) of millennials said they would rather make $40,000 a year at a job they love than $100,000 a year at a job they think is boring.” The …

When a Simple Rule of Thumb Beats a Fancy Algorithm

For a retailer, it’s extremely useful to know whether a customer will be back or has abandoned you for good. Starting in the late 1980s, academic researchers began to develop sophisticated predictive techniques to answer that question. The best-known is the Pareto/NBD (for negative binomial …

12 Secrets to A+ Customer Service

You can’t run a successful business without happy customers. And while it may be impossible to please everyone all the time, there are some …

Are You Offering Customers Too Many Choices?

Could your retail store be more profitable by offering customers less? Recently, The Washington Post spotlighted a growing trend of restaurants …

Insightly Review: How the Service Can Benefit Your Business

Customer relationship management (CRM) is one of the secret weapons that growing companies use to manage their internal communications, communicate …

Want big data sales programs to work? Get emotional

Most companies are inundated with data, know how they would like to use it, yet can’t get it to work. It’s time to step away from the dashboard and …

Customer Service