Red, White, and Blue!
July 4, 1776 marks the birth of a great nation, the beginning of
3 Simple Measurements for Developing Your Sales Team
We once had an Executive Director who would hop on a plane to go out and visit with sales teams around the country. He was kind of like the company cheerleader. He loved to swoop in and get everybody fired up! Either before or after his “motivational seminar,” he enjoyed sitting down with the management team to talk about their “troops.” He would point out that, in addition to looking at the numbers, you can figure out very quickly whether or not a sales person is successful by ranking them on a scale of one to ten, in three key areas
Win More Sales With “The Clarifying Question”
We receive a call and the caller ID says it is from “Joe Schmo.” I knew it was a solicitor because we had ignored this same call on a couple of other occasions. But, needing to do the world of sales a favor, I answered the call.
Wikinomics: How Mass Collaboration Changes Everything
Some people might be thinking… “What does this stuff have to do with sales and leadership?” After reading the book I’ve realized the answer is two fold… “Everything!” and “Nobody is really sure… yet.” So, I decided to go and look at the numbers. What kind of reader interest have these articles generated so far? What I found was staggering and unexpected!
Business Building: The Power of the Internet, Blogs, and Social Networks!
Kat Rice, internet consultant and founder of Veribatim.com, called me recently and said, “I’d like to do an interview with you to discuss the rapid growth and success of SalesBlogcast.com!” Kat is in her early 20’s and I am in my mid-thirties. During our conversation, she made a powerful statement, “Older generations need to understand… if you speak our language… through our medium of communication (the internet), we will listen!”
These Leads Are For Closers!
What are the characteristics of a great closer? Closers have incredible confidence in themselves and in their product. They believe there is no company they can’t crack… no deal they can’t make. There’s no doubt they are offering the right solution at the right price. They know how to create an environment where the customer knows it’s time to buy.
How to Lose the Sale in 5 Minutes or Less
You’ll never believe what happened at this little hole-in-the-wall restaurant I went to the other day. We decided we wanted some breakfast tacos, so we walked into the place, and WOW did it smell good! It was the kind of place where they take your order at the counter and then you go choose a seat. I had my family and friends take the kids to the table to get everything ready while I placed the order:
Just Sell Me!
Lately it seems like the most common approach I have been seeing and hearing about comes in some form of the soft-sell. Why is that? Well, I think it’s because everyone is worried about being that pushy sales person who turns people off the minute they start talking.
Perspective In A Coffee Cup
In my profession I am constantly challenging people to look at things from different perspectives… to look at it from all sides before casting judgment, seeking blame, or arguing adamantly.
Father’s Day Letter
Dad, You have always been a symbol of great strength and power. I will always remember the qualities I have learned from you… drive, discipline, integrity, excellence, motivation, success, accountability, and leadership. Thank you for always keeping such high expectations of me. Over the years, we have really grown to understand each other. You know how [...]
