Resources for Leaders and Sales Professionals Ready to Put in the Work
A Pass Thrown to Failure
Without a game plan, even the most talented football team will not be prepared for the expected and unexpected plays of the opposing team. If we as sales leaders and sales professionals think we can wing it by just going out without a plan, we're throwing a pass to failure. ...
Tele-Prospecting: You Gotta Do It
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...
The Course of Recognition
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...
Effective Sales Meetings
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...
Is Having Bad Employees Worse Than Having No Employees?
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...
Giving Less Than Your Best
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...
Self-Satisfaction and a Sense of Achievement
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...
Avoid Gimmicks
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.
Leadership Lessons from Batman
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...
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