All Entries Tagged With: "strategy"
Chasing Mice, Elephants, and Ghosts
This is the final post of a three part series dedicated to building a championship pipeline. At the end of last week’s article, I touched on the idea of “balance.” No, I’m not talking about work-life balance. I’m talking about the size and viability of your prospects.
Are you chasing mice, elephants, and ghosts? You may want to chase some more than others…
Best Strategy for Exceeding Quarterly Goals
One of my directors used to say, “You can have a bad day, but don’t ever have two in a row. You might have a bad week but don’t repeat it the next week. If you have a bad month always bounce back the following month. Through it all, there is one thing you must always do. Make sure you always hit your goals for the quarter.”
Most people find themselves scrambling at the end of each quarter to achieve quota. I have a great strategy for exceeding your quarterly goals. Perfect it, and you’ll beat your goals quarter after quarter… year after year!
17 Things You Have to Know!
1. Know the Vision – Sometimes managers get caught up in talking about the numbers over and over and over again. Although it is mostly about the numbers, it is also important to know what those numbers represent. Share the vision and the numbers will grow!
2. Know the Goals and Expectations -Print a copy of your goals for each month, quarter, and year and post them prominently in a spot where you see them every day.
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.
Right Now Thinking!
What recent moment in your life has impacted your way of thinking?
12 Strategies for Building Web Presence
This post is Part Two of what we’ve dubbed as Social Media Week on SalesBlogcast. Today we’ll talk about 12 Strategies for Building Web Presence…
Perfect Selling
Interview with Linda Richardson
I have always been a big believer in following a systematic approach to achieve success. Figure out what works and then do it over and over again! In her book Perfect Selling, Linda Richardson provides an easy to follow, step-by-step system for opening doors and closing deals. I recently spoke with Linda about her latest best seller!
Winning the Deal!
Reader Q & A: Your prospect is ready to make a decision. The potential client has everything they need… product demos, references, proposals, etc. You are among the top two or three “vendors” being considered.
What is your strategy for winning the deal?
Reviving Prospects Who Disappear into the Black Hole
Have you ever had hot prospects who suddenly stopped returning your call? Then you know how disconcerting it can be – especially when they’d expressed so much interest in your product or service only days before. At first, you assume their lack of responsiveness is an isolated situation that will quickly self-correct. But after repeated failed attempts to connect, you start to question your own sanity.
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!”
