Whether your prospects come from vertical markets, industry contacts, referrals, Internet search engines, trade magazines, or anywhere else, you have to make calls. Instant messaging and texting haven’t replaced the old fashioned phone call just yet, so clear your throat, energize your voice, and call your prospects. Sure, it stinks like changing a diaper, but…
Most employees work for more than money; they seek and need recognition. Effective leaders will recognize their employees, but not for doing nothing or for basic achievements. Recognition must be earned. As a leader, you need to set the course for recognizing the members of your team who have the best performances. I recommend weekly…
Ever wonder why you have weekly sales meetings? If so, then it’s time for a change. Instead of taking time to review what’s happening and not happening–information that can usually be effectively delivered through email–turn your weekly sales meetings into practice sessions. Teach, practice, train! These should be the focus of your meetings. To be…
On average, yes. Having a bad employee in the ranks brings the entire team down and lowers morale, as the bad employee is usually not very happy or the source of positive energy. Think of a fast food restaurant. The speed of the service will be determined by the slowest member of the team, regardless…
Because of our unique attributes and skills, we’re well suited for some tasks and poorly suited for others. The genius composer may not have much skill with home improvement. The Olympic runner may not be the best swimmer. Philosophy grads typically have trouble understanding fashion trends. The things we do especially well we can do…
Athlete Steve Prefontaine explained why he ran: “You have to wonder at times what you’re doing out there. Over the years, I’ve given myself a thousand reasons to keep running, but it always comes back to where it started. It comes down to self-satisfaction and a sense of achievement.” These reasons are why we do…
Gimmicks used to sell what you know is a poor fit for your prospect only reinforces the idea that sales people (e.g., you) are untrustworthy and not to be liked or influential. Don’t do it.
Alex Knapp at Forbes has the details: Nolan’s Batman movies are more than just action-packed extravaganzas – they’re meditations. Meditations on what it means to be a superhero. Meditations on the nature of civil society and its institutions. As a consequence, there’s a lot that we can learn from these three movies that can help…
The Olympic Games feature the best athletes from around the world. They travel to compete from many countries, but they all have one thing in common: they practice, and train, and practice, and train. Their lives are devoted to the development of their skills and attributes, their talents and strengths, their skills and prowess. You…
You can‘t have a seat at your desk with Outlook open and the phone by your side and expect calls and emails to hit you like a hail storm. Establishing relationships with prospects takes energy and time. You have to talk to strangers, ask questions, answer their questions, and tell them about yourself, what you…