All Entries in the "Leadership" Category
Overcoming Price Objections
I recently heard a business owner complain about how his sales team is trapped in the price driven sale. He says his sales people are submitting copies of competitor invoices and requesting approval on discounted proposals.
It’s unrealistic to think that price doesn’t play a factor. Everything hinges on the prospects pain, need, and/or their perception of your brand/reputation. First, let’s look at the three key indicators that determine how much of a factor price will play in any given sale. Then I’ll share a bonus tip that will help your sales people handle requests for discounts.
What Have You In Common With Idols and Olympians?
Call my goofy, but American Idol is one of my favorite shows of all time. I think I could watch it all… day… long. I’ve always been drawn to people with talent, big dreams, and high aspirations.
I enjoy the Olympics for many of the same reasons. It’s inspiring to watch people on their quest to be the best in the world!
In both cases, there is a common theme that stands out above all else…
The Truth About What’s Happening In Sales
I have been running through a lot of questions in my mind lately… but there is one question that keeps popping up, “Has sales become a role where only the elite survive?”
Chad Levitt from the New Sales Economy blog recently invited me for an interview on his site. He asked me some great questions and I decided to lay it all out there and share my perspective of what front line sales people are currently facing. I’ve picked a few segments of the interview to share with you today…
10 Game Changers: The Future of Sales
I while back I asked, “Is Sales 2.0 really about sales?” My answer is “NO.” I don’t think Sales 2.0 is about sales at all. Think about how people on the web give everything away for FREE. That’s not selling! Sales 2.0 is all about marketing, branding, credibility, and positioning for the future.
So what does the future of sales look like? Let’s start by painting a picture of what’s happening with sales people today…
3 Quick Tips From the Super Bowl Champions
Leadership – It begins with head coach Sean Payton. He is a great decision maker and understands how to rally people around a cause.
Commitment – When you think of the Saints, you think of a team who is committed to something greater than any one individual. It was never just about winning the Super Bowl. It was about a history of struggle and relentless perseverance…
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…
The Problem with Leadership
Last week, I asked the question, “Do we have a leadership problem?” We received some terrific answers from everyone!
As promised, this week, I’m sharing my own thoughts on the subject. The biggest problem with leadership is…
Do We Have a Leadership Problem?
I’ve been working through some new ideas on leadership. Everywhere you turn you hear the experts talking about how, “We lack the leadership needed to carry us into the future.” That’s a problem. After considering it for the last six months or so, I think I have some of the answers… things that I don’t see anyone else talking about. Before sharing my ideas, I’ll put it out there and let our readers share their opinion. What do you think…
What is the biggest problem with leadership? What is the solution?
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…
