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Jill Johnson

Matching Your Sales Approach to Your Prospect’s Readiness to Buy

By Jill J. Johnson, MBA  Your sales and promotional messages must link to where your customers are in their decision-making process. There are five stages of buying behavior that a consumer will go through: awareness, interest, evaluation, trial and finally the adoption stage. Each stage requires a different decision by your prospect. By matching your […]

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Jill Johnson

Gaining Strategic Clarity When Your Crystal Ball is Cloudy

By Jill J. Johnson, MBA Today’s business climate continues to be exceptionally complex and volatile. Even as we move into this “new normal” environment, we no longer have the luxury of being able to take for granted that shifting trends will be visible or that customer needs will be stable. Now is the time to […]

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Jill Johnson

Big Data Creates Big Opportunities for Your Business

3 Insights for Any Size Enterprise By Jill J. Johnson, MBA Big data is critical to business success because it provides leadership with important insights and information. Large enterprises use sophisticated systems to track data and often have internal analysts on their team to crunch their numbers. Or, they hire outside experts to do it […]

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Jill Johnson

Seven Strategies to Boost Your Business Resilience and Weather the Storm

By Jill J. Johnson The level of distress that many leaders experience during a crisis is unsettling but normal. When many are displaced from their work and income, it can be comforting to just hide because you are so overwhelmed. Yet those who will recover demonstrate resilience. They catch their breath and then move forward […]

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Jill Johnson

9 Tips to Make Working Remotely Work for You and Your Employer

By Jill J. Johnson  The concept of remote working has been around for a long time. Many entrepreneurs have mastered the ability to work virtually, but it is often a major challenge for those who normally work in a busy office setting to shift to working outside their traditional office environment. Working remotely can feel […]

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Jill Johnson

Maintaining a Leadership EDGE in Turbulent Times

By Jill J. Johnson  Why is it that some people seem to weather any business storm or crisis without appearing to break into a sweat? How is it that they always seem able to recover from a stumble and move on to even greater success? Are they immune to failure because they have won the […]

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Jill Johnson

Build Robust Customer Relationships by Taking a Proactive Approach

By Jill J. Johnson While today’s sales process can appear streamlined and online, it creates complexities and confusion for consumers who have vastly more options in a global marketplace. The internet has blurred traditional sales territories because consumers can now search the world for the products and services they want or need. Finding the right […]

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Jill Johnson

Asking Questions to Enhance Your Strategic Thinking

By Jill J. Johnson The foundation of effective strategic thinking and strategy development is knowing how to ask the right questions. Learning to ask the right questions can be difficult because most people only know how to ask superficial questions that have easy answers. Asking challenging questions allows you to be more impactful in critical […]

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Jill Johnson

Understanding the Importance of Decision Triggers In Selling to Your Prospects

By Jill J. Johnson, MBA A key component of effective target marketing involves developing deep insight into the decision-making process influencing how your customers make their purchasing choices. For organizations working with diverse customer needs, moving your prospects from, “I’m interested,” to “I’ll buy,” is a highly complex process. What is significant and how this […]

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Jill Johnson

Understand the Impact of Your Profit Per Sale

Make Sure You’re Dedicating Your Resources to the Right Clients By Jill J. Johnson, MBA Few enterprises truly understand the actual profits generated by the individual sales they make. Most metrics for sales effectiveness are monitored by reviewing top line revenue results. Yet the most critical determinant of on-going business viability is to understand what […]