It is the end of the year … how did you do? Have you completed a self-assessment yet? Have you given yourself the once over? Have you honestly evaluated your efforts? Were you lucky? Or were you good this year? This time of year always brings these types of questions to mind. I can point to …
Motivation
Focus on getting better, not being good!
I was inspired to write this week’s blog after I listened to this week’s podcast at HBR Idea Cast. It featured Heidi Grant Holverson, the Author of “Nine Things Successful People Do”. The book discusses characteristics common among successful people, and puts a little twist in other often discussed …
Are you a sales professional, or a politician?
Empty Promises, Commitments, and Core Values Watching the President last night speak to the joint session of Congress, kind of kicked off my mind in a direction that I didn’t expect. I started thinking about all the presentations I’ve made in front of prospective customers. I tried to put …
Sincerity sells
I think this is a big question, and one that you need to answer from deep within. Think of it this way; if you were in the position of your buyer, would you buy from the company you represent? What are the benefits in dealing with you and your companies offering? What is the best decision? We all …
The end of the year is near .. are you frustrated yet?
Feeling Frustrated? Maybe it’s your Goal Setting … I heard a great quote today that lead to this blog: “the task of setting unrealistic goals, are the seeds of frustration and depression” … Zig Ziglar If you are frustrated, you might be doing it to yourself! Are your goals set TOO HIGH? …
Are you in control?
Control … One of the main things we learn in being a sales person is that we must ‘control’ the customer. As a sales person, we need to steer a buyer into making the proper decision. Of course that decision is to buy our product, or agree to a certain point in negotiations. Too often though, our …
Are we confusing our sales teams?
“Get more immediate sales!” “Why aren’t you visiting that prospect?” “What have you done for me lately?” “Why haven’t you followed up on that trade show lead?” I think it is fair to say that sales people are the easiest people to both motivate and frustrate. We give them a task and point them in …
What are you looking for in a sales meeting?
What do you do after a sales meeting? I am just coming back from a sales conference in Europe, and I find myself wondering what is really different each time I come back from a sales meeting? Sometimes I change my way of working, sometimes I don’t. What I do realize from both sides of the spectrum, …
To Compromise – is to lose!
To compromise is to lose … When Steven Covey spoke of seeking a Win-Win solution, did he mention compromising on principals? No, he spoke about showing your adversary how we both benefit by implementing a solution. If you are certain that a RED solution is the right one, …