Business Development – 12 Steps to Renewal
September 30, 2010. Are you celebrating the end of a successful third quarter and looking forward to a great finish to the year, or are you simply relieved that nine months of poor sales are behind you and hoping you can salvage your year through the holidays? No matter where your business has been, you can take action today to improve your fourth quarter results. All you have to do is get...
Read MoreIt’s Not About YOU, It’s About THEM!
Think about the way you sell, and the way you present your product or service. How many times do you think you use the word “we”? My bet is hundreds. How many times SHOULD you use the word “we”? My answer is ZERO. Everything you do or say is in “we” format – especially if you have a marketing department. Does the customer care about you or themselves? Obvious answer. So why do you...
Read MoreThe A – B – C’s of Sales Management
One of the greatest things I have learned in managing sales people is it’s all in the A – B – C’s. A = Actions B = Behavior C = Consequences As Managers, we spend 80% of our time on actions – training, motivating, counseling, coaching, running around picking up dung. Unfortunately, it is consequences that have the 80% impact on changing behavior. What consequences do we...
Read MoreWhat’s Your Crisis?
Crisis is the best time to affect change… so what’s your crisis? What’s happening in your personal world? What’s happening in your business world? What’s happening in your sales world? Change is in the air. You can feel it like a crisp winter day. You can almost smell it. The personal question is: How will you react to that change? The bigger personal question is: Do you understand...
Read MoreThink About Polka Dot Pianos
I’ll bet you read that sentence twice. Of course, that’s the whole idea – to get your attention! I’ve found that many people are a little timid, even frightened, to stand out, to do things a little differently. They worry about what people are going to think, or what they are going to say, or that their efforts will be perceived as foolish, or that they won’t really work. In...
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