All Entries in the "Guest Authors" Category
3 Ways to Get the Inside Scoop and Find New Prospects!
Written by Silvia Quintanilla
Salespeople are under a lot of pressure to win new business, so I’ve come up with some ideas to help you and your sales team meet your goals. The good news is your prospects are “hiding out” in some very public places. When you are looking for a way in, look for a project or challenge the prospect is facing that matches what you sell! Here are 3 ways to get the inside scoop and find new prospects…
Does Feedback in Your Organization Flow Both Ways?
Written by John Hersey
[Contributing Author]
Feedback is vital for learning and improving, as much in business as in life. As one very successful business author once said, “The major difference between the most successful and least successful executives is their level of self-awareness. Successful executives are critical of their own performance. Unsuccessful executives are critical of the performance of others.”
5 Ways to Turn Managers Into Great Coaches
Written by Steven Rosen
A highly successful vice president of sales recently shared his frustration with the members of his sales management team. He felt the managers were focused only on results, and he worried that they were not spending any time developing their salespeople. His longer-term view is based on the belief that developing people to the best of their potential improves performance and retention, and it also helps develop a pool of succession candidates…
8 Tips to Boost Team Productivity
Written by Trish Bertuzzi, The Bridge Group
Sales leaders are always looking for ways to improve results. It begins with getting everyone focused on the right things. Here are 8 tips that will help you improve team productivity.
1. Look at your…
7 Steps to Get the Appointment in 14 Days or Less!
Written by Paxton Green
[Contributing Author]
I have devised a mailing campaign that lasts for 14 days. I use it when I really need to make an impression. There are seven mailers that I send my prospect every-other-day. This two week process gives me direct access to my prospect with all future follow-ups. When I call, I am never redirected by the gate keeper.
33 Outrageous Things Managers Say About Employees!
I received this list in my email the other day and busted out laughing with each comment I read. I guess it’s funny as long as my manager isn’t saying these things about me. I knew immediately that I had to share it with all of my readers!
Surely these comments didn’t really come from actual performance reviews… at least you would hope not. What outrageous comments have you heard managers say about employees?
Your Sales Team Needs What Your Customers Want
by Mark Allen Roberts
Business leaders and owners are battling through similar challenges these days. My business is down, we are struggling, the economy is killing us. I have our team doing what we did in ‘93, but this time it just isn’t working…” Your entire team is watching you and they are wondering… Will I lose my job? Should I work on “plan B” and try to find something else? Do our leaders know what they are doing? Will they be able to take us out of this storm?
It Happens to the Best of Us
by Kimberly D. Mackey
I have to confess that last week I had myself a small pity party. It happens. You know how it is, as sales people we pour our heart and soul into helping our customers. Then when it doesn’t go our way, we start the process of beating ourselves up. What did we do wrong? What could we have done differently? You‘ve been there, right?
Compelling Argument Against Cold Calling
By Jeremy Miller
Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person wins his customer. His cold calling has paid off. He is a hero. Too bad it doesn’t work that way.
Smile and Move!
by Sam Parker
We all want to matter to the world… and the way we matter is through our service to others… by giving more. If we want to matter and to be happy, if we want more freedom, more flexibility, more responsibility or more money, we need to give more to those we’re supposed to be serving.
