Oct 31
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Andrew Rondeau
How many times have you heard ‘to be a successful leader you need a network’? Lots of times? Never? Well it is true. Read this article and find out the why, how and where of networking.
It’s hard to be in business today, certainly in the professional services sector, without having heard the term ‘networking’. Regarded by many as the Marmite of business, it is said that you either are a networker or you aren’t. And if you think you aren’t, you shouldn’t even try to do it. Read the rest of this entry »
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Oct 31
Prospects are busy and have plenty of things on their mind. You probably aren’t one of them. Prospects have their own list of priorities. When your priorities, and the prospects priorities, don’t align, frustration rises on both sides of the desk. Here’s how that plays out in real life.
The voicemail started from a sales rep with whom I had spoken once, about three months prior. “Hi, this is Leah from Forcedsales.com. Just checking in to see if you had any questions about our service.” Blah! Blah! Blah! Blah! Blah! Read the rest of this entry »
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Oct 30
Every sales person needs to improve their approach in tough economic conditions. A little R & R is in order and it’s no vacation!
So you read this title and you are probably thinking that I’ve lost my mind, that I’m suggesting that you relax and just let sales happen. Take the pressure off and ignore all of the sales training you have received in your career. Forget what that sales manager is telling you to do. Read the rest of this entry »
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Oct 29
The economic news has really stripped people’s confidence these past few weeks. I’ve seen it in my clients and colleagues. Everyone is smiling and pretending nothing has changed… or comparing whose portfolio lost the most.
When the posturing is exhausted and people get ‘real’ again, they admit that they’re worried. They feel they don’t have any control over what is going on in the world and how it may influence their business and personal lives. Read the rest of this entry »
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Oct 29
by John Boe
Biography is one of my favorite TV shows because it pays tribute to the accomplishments of well-known, successful men and women. I gain insight and inspiration from their stories of achievement and personal triumph over adversity. I find it interesting to note that successful people clearly understand the value of a role model and the power of a mentor’s guidance.
Each of these high-achievers are quick to express sincere praise for their mentors and the positive impact they had on their lives. They’re grateful that someone recognized their talent and believed in them enough to help them develop their full potential. Read the rest of this entry »
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Oct 28
Lee B. Salz
The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.
After a lengthy screening process, the hiring committee feels they have found the right sales candidate for the company. Now comes the tricky part, how do you design an offer and go through the offer stage of the process without damaging the relationship with the candidate? Damaging? Read the rest of this entry »
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Oct 28
John Raines
With the United States in the midst of the sub-prime mortgage crisis and signs that trouble is headed towards Europe, these are uncertain times for construction firms. This being the case, it is evermore important to have a cost-effective sales strategy that will help to secure the targeted projects you need to ensure that your business continues to turn substantial profits.
Fortunately, the good news is that a strategy suitable for a smaller/mid-size builder in the £1m to £20m range is not difficult to develop and is relatively inexpensive to implement. Read the rest of this entry »
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Oct 27
By Linda Feinholz
There are a lot of techniques we can bring into our business from other areas of life. Each has the capacity to significantly shift the way we’ve been approaching business. For instance, once a year, every year, I have a personal day “off” - off from business, off from play, and off from my normal activities. It’s Yom Kippur, the Jewish day of self-examination.
I make it my commitment to stop my automatic way of living and being with others. I try my best to look honestly as what my challenges have been, how I’ve dealt with them and what I’d prefer to do differently going forward. Read the rest of this entry »
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Oct 27
One of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play.
It’s September, also known as back to school time. My neighbors and I escort our children to the bus stop for the first day of the new school year. However, we’re puzzled about the location of the bus stop. It isn’t in the same place that it was in prior years. Instead of the children walking down the street, just a few houses, they now had to cross two, very active streets to get to the bus stop. Read the rest of this entry »
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