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8
Dated: 12-03-2013
Contemporary management theory and practices have ill-prepared us for calibrating our enterprises to be competitive today. Sadly, most managers and leaders are meeting these changes with puny, incremental or entirely misdirected responses.
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8
Dated: 12-03-2013
Have you ever been rejected out of hand by a prospect who doesn't understand what it is you do but tells you they already have it taken care of in-house? It’s like they’re saying, “I don’t know what that is, but we already have that here.” This Rejection By Ignorance (RBI) is very frustrating for sales professionals.
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8
Dated: 12-03-2013
Behind every successful business are strong employees. I define a strong employee as one who is skilled and knowledgeable, willing to take on more responsibility than is required, works longer and harder than others, is a great communicator, loves a challenge, and is honest, loyal, respected, and respectful.
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8
Dated: 12-03-2013
Like athletes who compete at the top of their game, sales pros who seek to close more deals, improve sales velocity, and enjoy higher returns needs to work from a playbook. But not all playbooks are created equal. In today’s competitive marketplace, sales pros must have access to a sales playbook that incorporates winning, repeatable processes that can be embedded into the daily workflow. Effective sales processes drive high performers and predictable business.
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8
Dated: 12-03-2013
Group brainstorming is a collaborative idea generation process that (theoretically) gets great results. Yet a couple of bad seeds can turn these sessions into unpleasant and unproductive nightmares.
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8
Dated: 12-03-2013
Most people bounce between failure and survival. They may strive for success, but they invariably turn back and head downward, where they remain stuck as result of self-sabotage. People repeat this pattern with their finances, health, relationships and in their lives as a whole. How do we break this cycle?
$authorProfileLink
8
Dated: 12-03-2013
Answering the question “What do you do?” seems easy, but it’s more difficult than you think—especially if you haven’t put much thought into how you would respond. One common sales pitch style (rambling) will send prospects running for the hills.
$authorProfileLink
8
Dated: 12-03-2013
We often run around looking to meet and greet, make connections, and if available, receive some good referrals for the effort we put out. But I always remember the infamous words of my loving mother who sat me down one day and said, “Son, I always want you to remember that while it’s nice to receive gifts, the gift is always in the giving.” That phrase has since stuck with me.
$authorProfileLink
8
Dated: 12-03-2013
We recently experienced the first government shutdown in 17 years, resulting in hundreds of thousands of furloughed government employees, closed national parks, barricaded monuments, limited food inspections, and no panda cam at the National Zoo.
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8
Dated: 12-03-2013
When advising managers how to boost their sales and increase profits, I take them right back to the basics of selling by asking them two simple questions: Why would anybody be interested in your product or service, and How do you get past the gatekeepers so that you can ask them if they might be interested? These questions always lead to a big dose of b-o-r-i-n-g features-and-benefits rhetoric about the company’s latest state-of-the-art solutions, superlative products, exceptional commitment to customer service, and the lowest prices in town guaranteed.
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