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8
Dated: 09-23-2013
How can you coach your sales team from good to great? How can you do this with different personalities and age groups? How can you coach salespeople to give their best efforts and handle rejection with dogged persistence until they achieve their goals?
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8
Dated: 09-24-2013
You need to fire from 10 to 20 percent of your salespeople now. You can’t fix them. They’re the wrong fit. You need to fire them and hire new ones. This advice may seem harsh, but this is precisely why it must get done. When your ship is floundering, the last thing you need is 12 inches of barnacles growing on the bottom. If your salesperson is not working out, you know it. Your gut is telling you. The sooner you replace him or her with a top performer, the better.
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8
Dated: 09-24-2013
All business owners want more customers. The question is, how do you attract them? Advertising can be expensive, and traditional marketing techniques may take a long time to show results. Fortunately, there is another option.
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8
Dated: 09-23-2013
In the past few decades entrepreneurship has been transformed from a dirty word into one of the most aspirational careers people strive for. So, what does being an entrepreneur really mean?
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8
Dated: 09-24-2013
The most common approach to customer loyalty today is devoting limitless resources to dazzling people in order to inspire their undying loyalty, but we find that delivering on basic promises and solving day-to-day problems has far greater impact on customer loyalty.
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8
Dated: 09-24-2013
It’s time for a new approach and mindset for contract negotiations—time to leave the me-first, I-win-you-lose strategy and replace it with a highly collaborative approach when structuring partnerships. What if the agreement you negotiated was more than just a short-term, legalese-burdened piece of paper specifying a bunch of transactions, terms and conditions, self-interested risk avoidance provisions and liability limitation procedures? That mindset is old school and inadequate for today’s economic and business realities.
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8
Dated: 09-24-2013
At a recent presentation at the Microsoft World Partner Conference, I started by quoting my favorite philosopher, Will Rogers, the Oklahoma cowboy who said: “It isn’t what we don’t know that gives us trouble. It’s what we know that ain’t so.”
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8
Dated: 09-24-2013
If you work in any sales- or service-related position (and today we all do), you encounter many setbacks. Resiliency is the ability to find the inner strength to grow through a set-back, challenge, or opportunity. Resiliency is not about bouncing back from a situation. It is about growing through it. Resiliency is not about pain. It is about possibility. Resiliency is not about adversity. It is about advantage.
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8
Dated: 09-24-2013
Summer involves a lot of air travel for me, and so I get inspired, or provoked, to address my airline frustrations and relate them to leadership and management. But the purpose here is not to complain about bad service.
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8
Dated: 09-23-2013
Recently I met with Tom Siders from L. Harris Partners, part of the management team that grew McGladrey from $400 million to $1.3 billion in revenues. According to Tom, clients want the three A’s: availability, affability, and ability.
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