Top Ten Ways to Lose Customers in Today’s Market

Seattle, WA (PRWEB) June 30, 2011

Sales and marketing consultant, Brett Clay, author of “Selling Change, 101+ Secrets for Growing Sales by Leading Change”, reveals his top ten list of mistakes salespeople and companies are making in today’s market. Clay says, “Some of the ways salespeople lose customers are perennial. Others are related to the changing market. The biggest mistake, though, is failing to evolve and stay competitive.”

The Top Ten Ways to Lose Customers

1.    Don’t Deliver What You Promise

The ultimate way to lose a customer is to take their money and not deliver the goods. To gain customers, under-promise and over-deliver.

2.    Don’t Return Their Calls

Twenty-four hour call centers, mobile phones, instant text chat, online knowledge bases, and social media have helped customers become accustomed to instant response. To gain customers, be responsive.

3.    Sell Them Features

Customers don’t care about product features. Customers only care about how they can benefit. To gain customers, focus on what the customer wants to do. Read more

The Disappearing Sales Organization—Is Yours Next?

Change leadership and sales expert, Brett Clay, says salespeople and the companies that employ them are becoming irrelevant. Unless companies significantly invest in the capabilities of their sales organizations, they will join the ranks of the 15 million sales positions forecasted to be eliminated this decade.

Seattle, WA (PRWEB) June 29, 2011

Brett Clay, author of ‘Selling Change, 101+ Secrets for Growing Sales by Leading Change’, named the best sales book of 2011 by Axiom Business Book Awards, says “The trends of globalization and Internet-empowered buyers are devaluing the roles traditionally filled by salespeople—to provide product information and take orders.” Gerhard Gschwandtner, CEO of Selling Power magazine and host of the Sales 2.0 Conference says “70% of purchasing decisions are now made online, before the buyer comes in contact with a salesperson.” The result is a greatly diminished need for buyers to interact with a salesperson—such a diminished need, in fact, that Gschwandtner predicts 15 million traditional sales positions will be displaced by technology over this decade, leaving as few as 3 million of the approximately 18 million current sales positions.
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The Best Sales Book and Best Management and Leadership Book for 2010

USA Book News announced that Selling Change, 101 Secrets for Growing Sales by Leading Change, by Brett Clay, won two awards in its “Best Books 2010” awards. Selling Change was named the winner of the Best Sales Book category and a finalist in the Best Management and Leadership category.

Jeff Keen, president and CEO of USA Book News said, “Selling Change is an outstanding leadership handbook that all salespeople, managers, and executives should read.”

USA Book News announced that Selling Change, 101 Secrets for Growing Sales by Leading Change, by Brett Clay, won two awards in its “Best Books 2010” awards. Selling Change was named the winner of the Best Sales Book category and a finalist in the Best Management and Leadership category. The USA Book News awards add to a growing list of awards for the book, including the IPPY Gold Medal, naming it the best business book of 2010, and awards from Indie Excellence Awards and Next Generation Indie Book Awards. Additionally, Selling Power magazine has selected Selling Change as one of the “Best Books to Help Your Team Succeed in 2011,” which will appear in the November/December issue of Selling Power.
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Book Review

December 1, 2009

Selling Change: 101+ Secrets for Growing Sales by Leading Change

Brett Clay

Ariva Publishing (2010)

ISBN: 9780982295236

Brett Clay’s “Selling Change” explains why it is imperative that in the twenty-first century, salespeople must be agents of change. The reason? Because four major forces are changing the current business world. Without giving away all four forces here, the first is that no longer do countries compete against each other, nor do companies compete, but because of the power of the Internet, now individuals must compete with individuals from across the world and be prepared to outsell one another. This new competitive market is the world that today’s salesperson must operate within, and failure to keep up with the changes in the business world will simply result in—failure. In “Selling Change,” Clay gives the modern salesperson the tools necessary to stay competitive and make the sale amid constant change.
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Borders Books Liquidation Shows Change Management Doesn’t Work

Change leadership expert and author, Brett Clay, says the closing of Borders Books demonstrates the fate of companies that adapt to change, rather than lead change. “The companies that follow, rather than lead in today’s fast-changing market put themselves at a severe disadvantage,” says Clay. “Like so many companies today, Borders failed to shift with the market—in this case from paper, brick and mortar to electronic and Internet. Company executives should be asking themselves, ‘What are we doing to be the leader, rather than the loser in our market?’” says Clay. Read more

Author Announces 100 Percent Rebate Program with Launch of Award-Winning Book

Seattle, WA (PRWEB) June 23, 2011

Brett Clay, author of the award-winning book, ‘Selling Change, 101+ Secrets for Growing Sales by Leading Change,’ announced that Change Leadership Group® is offering a 100 percent rebate to the first 250 readers who buy ‘Selling Change’ and post a review of the book online.
The announcement coincides with the launch of the ebook version of ‘Selling Change,’ now available from all major retailers including Amazon.com, Apple iBooks Store, BarnesandNoble.com, Borders.com, Google eBookStore, Kobo.com, Sony and others. Read more

Best Sales Book of 2011 Now Released as eBook

[PRWeb] Bellevue, WA June 23, 2011

Brett Clay, author of the award-winning book, ‘Selling Change, 101+ Secrets for Growing Sales by Leading Change,’ announced that ‘Selling Change’ has been released in ebook format and is now available from all major ebook distributors and retailers.

The ‘Selling Change’ ebook is available for purchase from book retailers, including Amazon.com, Apple iBooks Store, BarnesandNoble.com, Borders.com, Google eBookStore, Kobo.com, Sony and others.

The ‘Selling Change’ ebook is also available for check-out from over 13,000 libraries using the Overdrive digital media service. Read more

Selling Change by Brett Clay Named Best Sales Book of 2011

Axiom Business Book Awards announced that Selling Change, 101+ Secrets for Growing Sales by Leading Change, by Brett Clay won the Gold Medal in the sales category, naming it the “Best Sales Book of 2011.” Awards director, Jim Barnes, said “Selling Change is the go-to handbook of leadership in this decade.” Read more

Coaching, Kaizen, and Simply Showing Up

This past weekend, I had the privilege to co-facilitate a podcasting workshop for the Northwest chapter of the National Speakers Association. Our chapter president asked me to be a facilitator because I am one of only a handful of people in the chapter who has a regular podcast. I’ve spent countless hours for over a year working out the kinks of recording and publishing my podcast. So, I hoped I could share some of my hard-earned knowledge with my colleagues, thereby shortening their learning curve and inspiring them to action. Read more

Top Four Sales and Marketing Trends in 2011

San Francisco, CA. (Vocus/PRWEB) March 11, 2011. Brett Clay, change leadership expert and author of “Selling Change,” named the best sales book of 2010 by USA Book News, reports on the top sales and marketing trends based on speaker presentations and interviews from the March 7-8, 2011 Sales 2.0 Conference in San Francisco. Read more