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Dated: 04-25-2014
Here’s one of the foundational principles for sales success: You’ll always be more effective if you think about what you do before you do it. Can you imagine a football team not creating a game plan or not practicing before the big game? Can you imagine a musician not preparing a piece of music before the recital? Can you imagine a politician not practicing the big speech? Or a doctor not reviewing the x-rays and the procedure prior to a major surgery? Or a lawyer barging into a case without having planned it? The answer to all these questions is, “Of course not.” In every event of any importance at all, professional, effective human beings plan and prepare beforehand. It’s an essential step toward success.
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Dated: 04-25-2014
It’s no secret that sales and marketing departments don’t always see eye-to-eye with one another. Sales sometimes thinks marketing focuses on fluff, rather than figures, while marketing sometimes thinks sales hogs all the credit, but none of the blame. With these attitudes, it’s easy to see why distrust and a lack of respect permeate marketing and sales departments to create a culture of competition, rather than teamwork. Sometimes, this competitive model works; other times, it backfires, and revenue suffers. Since marketing and sales are opposite sides of the same coin, the two functions are naturally stronger when they work together.
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Dated: 05-05-2014
Have you ever dreamed about doing something GREAT or exceptional? My whole life I have wanted to do great things. Of course, there have been times when I would have just been satisfied with getting through really tough times. But even then, almost every time I witnessed someone doing something really exceptional, I was moved and wanted that to be me. Hundreds of times through my life I have been moved to tears hearing of some person doing some heroic act or some amazing business achievement, or watching an athlete on Sunday doing the impossible or some unbelievable comeback story.
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Dated: 05-05-2014
Here’s a story you’ve probably heard, if not participated in, many times in your career. A lead is passed your way, regarding the use of your services. You dutifully set an appointment with the potential prospect. Things are going well on the call, and the conversation turns to costs. The prospect doesn’t want to tip his or her hand when asked about the budget for this service. Instead, the prospect deflects the request for information, and asks you to put a proposal together for them to see.
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Dated: 04-25-2014
Ah, the Olympics. A wonderful time of year. It’s a time when people suddenly become raving fans of sports that they either ignore or chuckle about for the 47 and one-half years between Olympics. Sports such as….curling. Yes, curling, a sport that combines the skills of good janitors with outfits apparently designed by Herb Tarlek’s tailor.
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Dated: 05-05-2014
When you think about your numbers (closing percentages, total calls, etc.), and consider the objections, the price issues, the delayed sales cycles, the excuses, and those who just, well, disappear, don’t you realize these same problems have been cropping up, um, forever? And that whatever you seem to be doing to ‘correct’ the issue doesn’t seem to work?
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Dated: 05-05-2014
Peyton Manning is arguably the best quarterback in the NFL. He works harder than anybody else. He pays attention to details. He constantly throws defensive scenarios at his players (even in the locker room). And he studies his competition intensely. By all accounts he is a superstar. So what happened, and more importantly, what can you learn from it?
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Dated: 05-05-2014
Generally Voice of Customer is referred to understanding the needs and also gauging the satisfaction levels of External Customers. At the same time we find that “customer – supplier” relationships do exist within all organisation. And this relationship is often ignored or not given the same importance as it is shown to external customers.
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Dated: 05-05-2014
It’s hard to miss the spate of newspaper articles and television reports on passenger flights that have experienced extreme turbulence. It seems that, every few weeks, tales of harrowing flights make the news. Passengers, as well as crew members, are severely shaken, if not critically injured.
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Dated: 05-05-2014
Over the years, I have had the opportunity to work with some outstanding companies...small, medium and large corporations. This week’s blog reaches out specifically to small business emphasizing the need to start thinking about people management strategies and the fact that you can indeed “kill 2 birds with 1 stone” which is going to make life a lot easier at the end of the day for you!
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