Cara Sievers

Dealing With the Holiday Crawl

Mon, 09 Nov 2009 05:03:35 PDT

Yep, it’s that time again. This past week, the invitations started coming in for holiday parties. It seems once we pass midnight on Halloween, it might as well be Christmas – but I’m not complaining. It’s my favorite time of year. I can’t help but think, though, that people in sales have a little bit of a different feeling about ...

Carriers Aren’t Always Bad

Mon, 02 Nov 2009 05:00:34 PDT

I can’t quite remember the rule, but I know it goes something like this: People are several times more likely to relay a story about a bad encounter or business relationship than they are a good one. So, it’s not a surprise that channel partners use their various forums to vent – what better way to deal with your problems ...

Resurrecting the Zombie Contract

Mon, 26 Oct 2009 05:00:12 PDT

There are a few things scarier than Halloween, and in this economy, I’d say a big one is losing customers. But once those customers go all Zombie – you know, dead to you, but not really dead – how do you bring them back to life? Let’s say you lose a customer to a competitor on price. Does that initiate ...