In last week's blog "What type of Pencil do you use", we mentioned the sales process. To refresh your memory, we wrote: "Sales come to those that have something someone needed when they needed it. They offered value, a solution to a problem, a service that was missing. Success comes when you rinse …
process
Balancing the needs of the organization and team in the post-pandemic era
In last week's blog, Motivators vs Consequences, we showed a pre-pandemic list of what employees value. Since the pandemic, the needs for autonomy, work-life balance, and flexible scheduling have moved up the list in importance. As leaders we must always keep the goals & objectives of the …
Getting to the Zone
That zone ... you know when you are there. Everything comes natural, time flies by, and you get 10x more accomplished. This is when you are firing on all cylinders, you do no wrong, and when you are finished, you don't feel like you have even worked. It is natural. In his best seller "Deep Work" …
Leadership and Trust
This is the 2nd Article in a Series on Leadership that I have been asked to write. In the first article of this series, we discussed that building trust as a leader is extremely important. Without trust, who will follow you. Let us assume for a moment that you have built that trust. That you have …
Tips: You can build trust …
Do you have to trust someone in order to work for them? When you have trust issues with a colleague, leader, or subordinate, you are not standing on solid ground with them. At times, you may feel like you are sinking, and in the extreme circumstances, you fall into a sink hole. Trust, as a …
Why the oldest profession will never die!
Have you wondered why your telemarketing team never provides you market intelligence? They provide orders, good repeat business, but you never seem to be ahead of the competition? Do you find yourself competing at the commodity level, and not at the premium level? There is a theory about …
Be successful each day by considering this one thing!
You just returned home from your high school reunion. The girl who sat in front of you in calculus hit it big in the dot-com days and now she’s a multi millionaire. The guys you were in that make shift band together, started a small company that is now franchised in 20 States. You see the girl who …
8 Ways to Improve Your Focus
Microsoft says the average American has an 8-second attention span. I don't know if I agree with that statistic, but I do agree that it's getting shorter and shorter. Within this new digital world, our attention does get pulled in various directions. I found the below 8-Ways to improve your …
Tips: Quality Control in Sales
Last year I was wearing one of those Fitbit wristbands so I could count my steps on a daily basis. When a colleague of mine in Europe noticed it, he asked me; “Why are you American’s so obsessed with measuring things?” The answer I gave was; “If you can’t measure it, you can’t improve it!” As …
Tips: Moving thru the Process
My last blog post was the widest read ever. Over 500 people visited, commented, emailed me over the past 10-days. A lot of you have made individual appointments so we can get on the path to a more professional sales career! If you haven’t yet read that blog it is located at: …