One of my functions is to gather information to provide my principals with some level of market intelligence. In this function, I put myself in front of my customers customer ... I try to interview these people with the sole purpose of finding out where they are going, which which will tell me …
planning
Tip of the Week: 3 Simple Steps to Sales!
Tip of the week: 3 Simple Steps to a Successful Sale! Problem, Promise, and Path Most of us in sales already know that we are problem solvers first and foremost. Here is a quick way to look at any opportunity that the customer has given you, and make sure you are covering these areas thoroughly. If …
3 Tips on Improving Your Performance!
As I have written these blogs for over 2 years now, those of you know that I get my ideas from a variety of sources. This one, I'm ashamed, came from Facebook! Yes, it was a status update of a friend of mine, and it really struck me as something simple and for us to keep in mind at all times. I …
Tips on getting twice as much work done!
Before we get to the topic, we need to make sure we are honest with ourselves. We need to truly look within our selves when tough questions are being asked of us. Promise me that you'll answer the next few questions truthfully. TOUGH Question #1: How many of you get twice as much work done the …
Did the tide lift your boat?
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 …
So, what was this meeting for anyway?
Okay you’ve been summoned to a meeting to discuss your company’s performance. Obviously, you know this isn’t going to go well, so you prepare all of the answers to the numerous discussion points that will be brought up. You have reasons why your on-time delivery has slipped You plan to mention …
5 P’s … it really is that simple
I am going to rant a little bit in this week’s blog folks. For those of you that have followed me for a while, you know I usually try to keep it cool and find the learning or coaching opportunity from any event. This week though, I want to just let it all out there and hopefully come out with …
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 …
Work or Play?
Work or Play? It is coming up to that time of year … SUMMER VACATION! … Remember how it was to be a kid? Take off 3-months and have fun, not a care in the world, and when you got back to school in the fall, you just kind of started where you left off. Well, as sales professionals, we are always …