'Tis the Season … to Work!
So, here we are, enjoying the holidays: the fine meals, drinks and laughs we are sharing with our friends and family, but it seems that there will be a little (or a lot) of work in the mix.read more
View ArticleIn Sales? Best Get Inside Before it Really Starts Raining!
This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. I believe that this pattern will continue for...
View ArticleChecked Yourself Lately on the 'Relater Meter'?
Every time we communicate with another person – by whatever means – it is an opportunity. Opportunity to do what? An opportunity to demonstrate our professionalism; our knowledge; our rapport building...
View ArticleIs it Time to Take Your Lead Generation Activities More Seriously?
My regular observations have led me to conclude that very few organizations have a formal plan, strategy or methodology in place to manage leads, preferring the “scatter-gun” approach, because all...
View ArticleGenerating Trust Is an Essential Leadership Responsibility
A very good friend and ex-client of mine runs a highly successful information technology service in the South of England and his private-sector customers include many Times Top 100 companies.read more
View ArticleDon’t Ever Undervalue – Or Underestimate – The Incredible Value Of Networking
The ‘relationship building’ aspect of networking is a long-term commitment to knowing more about yourself and others and what you may be able to do together that you couldn’t do (or couldn’t do as...
View ArticleThat Complaining Customer Could Have Become Your Next Advocate!
It’s a mistake to think that because a customer has expressed dissatisfaction with your product or service, they will not come back to you. They won’t return if you handle the situation badly. However,...
View Article“New Age Selling”-What Are The Implications For Sales Management?
As businesses strive to establish customer orientation, sales partnerships and a strategic approach to selling, they are demanding more and more from their salespeople, but ensuring that these new...
View ArticleSo, Which Type of Networker Are You – Really?
[Friday Article] It is obvious that with the arrival of social networking “venues” we have all – well, most of us – become fixed on reaching out to people who would have previously been inaccessible to...
View ArticleHow To Construct and Implement a Successful Business Development Strategy
Whilst I very much hope that the super-efficient amongst you had your strategy for 2012 signed off long ago, it may just be that some of you are still in “construction mode” so this will help….. and do...
View ArticleAre You Persistent or Pushy? Persistence Wins – Pushy Loses!
Persistence is a virtue. So is prudence. How many times have you heard: “Winners never quit and quitters never win?” Or, how about this old chestnut: “It takes seven “no’s” to hear a “yes?” read more
View ArticleThe Consequences of Dropping Our Pants Too Early
Anyone can give business away. Selling merely on price means we do not need sales people! Just because we might be selling in tough economic times, doesn’t mean “dropping your pants” at every request...
View ArticleSuccess Today Means Maximizing the Entire Workforce Around One Common Goal
Maximizing a workforce around one common goal that creates value for the customer, the organization, and the employee is the only way to focus the activities of a sales team.read more
View ArticleWhy is Selling Going Inside? Isn’t that Obvious?
[How can I help you?] Unless you have been holed up in a remote cave somewhere in Outer Mongolia, with absolutely no access to the outside world for the past two years, you will be aware of the huge...
View ArticleThe Greatest Barrier to Successful Selling is the “Egocentric Predicament.”
[How to Guide] The buyer-seller situation, like any human contact, is an exercise in human relations – the interplay, cause and effect of behavior by two or more people on each other and with each...
View ArticleNegotiation: It’s not over until it’s over!
The best solution to aim for in negotiations always is one where both parties feel they have done well, despite having to concede on certain issues. This is called a “win-win” solution. Once either...
View ArticleFoolish Consistencies and Dull Routines
If you program your mind with images of failure, you will fail. Conversely, if you build a bank of success images, your computer will direct you to success.read more
View ArticleSales Team Development – The “Total” Approach
Companies with internal training departments do provide guidance, but sales training is quite different from designing and delivering training to other constituencies within an organization, such as...
View ArticleOld Ways of Doing Business No Longer Work
As business changes, so do the traits needed to survive, let alone excel. All these transitions put increased value on emotional intelligence. Competitive pressures put a new value on people who are...
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