The “long dollar” is the most valuable prize coveted by sales; it’s a dollar that keeps on giving to the sales person and to the organization. The long dollar represents repeated customer spending over many months and years as opposed to the short dollar which is spent only a few times and typically is short ... Read More
Do you train salespeople just to sell better? If you answer yes, you are taking a very shortsighted view of the role of sales. Yes, sales should be proficient at practicing the detailed “movements” of the sales function, but it must be done with purpose. Sales training is a strategic issue; it should always be ... Read More
My assistant burst into my office with a horrified look on her face! The General Manager of one of our premier hotel clients in Vancouver was on the line and wanted to speak with me IMMEDIATELY. My EA warned me that he was going ballistic. Apparently we had somehow put his entire communications network out ... Read More
The sales pitch is made. The value proposition is articulated in impressive fashion. The client’s objections are addressed. The story is compelling – savings are available with amazing value being offered. The client has given many positive signals that they are interested in the deal. The sales rep is thinking “I’ve got this one.” But, ... Read More
Achieving quota is stressful for every salesperson but there are some actions you can take to not only mitigate the anxiety, but also to be successful year after year. 1. Understand the strategy of the organization intimately. If you don’t understand what the strategy means in terms of what products, services and solutions need to ... Read More
The common meaning of business practice is: “A method, procedure, process, or rule employed or followed by a company in the pursuit of its objectives.” It’s a means to an end. And the common denominator of all business strategies is growth. If a business isn’t growing, the end is near. The primary drivers of growth ... Read More
My definition: a prospect is an individual who has (according to a predefined set of criteria) exhibited the potential to benefit from a product or service offered by an organization. The challenge is to turn the potential to deliver an economic benefit to the organization into a reality. How do you do it? First let’s ... Read More
People always ask me how salespeople can stand out from the crowd. Here are the ten critical steps you need to take: 1. Ask yourself the question “How can I do this differently?” Just having the subject top of mind will lead you in the right direction. Ask yourself this question every day! 2. Purge ... Read More
Satisfying your customers isn’t good enough in today’s competitive markets. Meeting their needs falls short of earning their loyalty. You need to dazzle them; leave them “breathless” whenever they touch your organization. Here are three steps sales leaders can take: 1. Hire “human-being lovers” – salespeople who have an innate desire to serve their fellow ... Read More
Productivity is not governed by chance or random activity; rather it is influenced by the strategy you have for your day. No strategy and discipline = low productivity. These 5 strategic elements will ensure your productivity stays high and that you will stand-out from others. 1. Spend 30 minutes revisiting the strategic plan of your ... Read More
Is success elegant? Can it be governed by a formula or algorithm? “Not in my experience!” says Roy Osing: “Achieving anything substantial is an ugly matter. Rarely do things go as originally planned and they certainly can’t be predicted by an equation. The unpredictable rears it’s head and you have to scramble to get back ... Play video
How well an organization performs is not governed by the quality of talent at the extremes of the bell curve. Individual superstars will always make a noticeable contribution; ineffective employees will always drag results down. When organizations are superstars, it’s due to the performance of the mass of people in the heart of the bell ... Read More
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