Error: No such template "/CustomCode/quick_login/designAttributes/initM1"!
Error: No such template "/CustomCode/storyMod/editMeta"!
$reward_point_tracking
8
Dated: 02-24-2014
To sell more, faster and easier than ever before, I encourage you to look at those who have had the most success. In my new book How To Be Like Walt (coauthored with Jim Denney), I review the qualities that helped Walt Disney become one of the most successful entrepreneurs (salespeople) in history. His magic touched the hearts and minds of children and parents, managers and leaders, worldwide.
$authorProfileLink
8
Dated: 02-24-2014
A strong sales structure (S3) is akin to the keystone of a strong bridge, especially when it comes to building your sales team around customer-centric environments. It strengthens the bridge and cements relationships, converting customers to long-term clientele. Without it, nothing else will be accomplished. Unless the keystone is supported by four strong pillars—Accountability, Consistency, Communication, and Comprehension—the structure will to collapse.
$authorProfileLink
8
Dated: 02-25-2014
Whether you are hunting for the season’s hottest must-have electronic gadget or preparing for some grand family event, the whirlwind of shopping often adds stress. However, I have learned that the stress of shopping, commonly felt by consumers and service employees alike, need not hinder your receiving or giving great customer service.
$authorProfileLink
8
Dated: 02-25-2014
When you were in school you probably read Moby-Dick by Herman Melville. In this classic novel, the reader is taken on a perilous sea voyage aboard the sailing ship Pequod. The mission of the voyage is to hunt whales (in 1851, when whale hunting was okay). But unbeknownst to the crew, the man in charge, Captain Ahab, has another goal. He wants to hunt a specific quarry—Moby Dick, the monstrous white whale. He’s willing to do anything to get Moby Dick, including placing his crew in jeopardy. It’s difficult for him to get his crew to rally behind this goal because they don’t understand it and didn’t sign up for it in the first place. The end results were not good.
$authorProfileLink
8
Dated: 02-24-2014
When gamblers go to the racetrack, they consider the horses’ prior performance when placing their bets. When investors buy stocks, they look at the past performance of the mutual fund or the corporation. When voters go to the polls, they consider the voting record of the candidate before casting their ballot.
$authorProfileLink
8
Dated: 02-24-2014
You are right. They are wrong. And, when an issue is important to you, it’s natural you want to persuade them to your side of the issue. The good news: you have logic on your side. On the other hand, when suggesting they are wrong, how likely is it that—based on logic alone—they will agree with you? Not likely. In fact, they will find illogical reasons not to agree with you.
$authorProfileLink
8
Dated: 02-24-2014
The proven solutions to rescuing problem projects adhere to these four lessons: 1) stop searching for someone to blame—blaming does not solve the problem; 2) don’t fire the team—don’t fire anyone, just work with them; 3) real data are your friend—get everyone to confront the facts; 4) get people moving in the right direction—focus them on productive work. You can’t shut them down forever.
$authorProfileLink
8
Dated: 02-24-2014
Larry Barker is one of my heroes. Larry is not a research scientist or athletic superstar or a dedicated missionary—he is a bold salesperson, with a speech impediment. Larry grew up in Charlotte, North Carolina with a pronounced stutter. He does not recall a time in his life when he didn’t struggle with stammering. Constantly the target of taunts and jeers from school bullies, Larry was blessed with parents who saw far beyond the disorder. They saw a quiet boldness and encouraged their son to live life fully.
$authorProfileLink
8
Dated: 02-24-2014
Sales performance is anything but easy—especially during the certain lull season. But what many can also attest to is that if a sales strategy is perfected, even these times can prove to be the most successful time for sales. But there are six steps which, if fully applied, will at the least greatly ease sales performance management’s burden:
$authorProfileLink
8
Dated: 02-24-2014
Suppose that you have a great team of inside salespeople, and one of your star players, Bulldog Bob, is killing it. His numbers are far higher than the rest— he’s a total bulldog when it comes to chasing deals and closing business. He is self-sufficient, requires little guidance, and is very independent. Bob has been in sales for decades and has progressed from all the various teams. His team is inspired by his success.
$authorProfileLink
