Performance
June 8, 2018
“Why are we here?” I asked the young salesperson I was coaching, as he sat next to me in my car.
“To make a sale?” he replied tentatively.
“What did you tell the prospect when you set up the meeting?”
“I told them we just wante...
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June 1, 2018
One of the challenges of being a manager is that you are the communication point between senior leaders and your team. Poor communication has a high cost. Clear expectations are critical for leading a team. As a new manager, I learned this important ...
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May 7, 2018
The next sales person you hire will likely be a Millennial. In order to successfully integrate new, younger individuals into the sales team it is important to put aside popularly held biases about the Millennial generation and recognize the talent an...
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April 6, 2018
A successful sale is a rewarding experience for both the client and the sales professional. But what does it take to be successful? Although a number of elements such as building a trusting relationship and credibility contribute to making the sale, ...
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March 26, 2018
Do you have your eye on customer service? As you prepare to sell or transition your business, you may be tempted to take employees or customers for granted, even if they have traditionally been quite important to you. You may feel you have bigger fis...
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March 19, 2018
What sets you apart from your competitors? That’s one question we like to ask the hundreds of business owners and sales people we speak to each year.
Most often they answer either “our people” or “our customer service.” However, when we ...
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March 5, 2018
The words “customer service” bring to mind specific activities designed to enhance the customer’s experience or to resolve their complaints. The traditional paradigm usually focuses on the transactional aspects of the business-client relationsh...
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February 26, 2018
What did you fail at today?
It’s highly unlikely that you can say nothing. You may have failed to:
do your exercises
remember to compliment your spouse or kids
get to a meeting on time
sign up that new customer
deal with your sa...
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February 13, 2018
Failure provides an excellent opportunity to learn. Don’t deny yourself the ability to grow from your greatest mistakes. However, it takes practice to turn a learning opportunity into a learning event, especially when you’re not comfortable with ...
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February 2, 2018
In the world of 21st century business, macho ideas like “failure is not an option” are often heard in the media. But is that really how organizations move forward at the lightning-fast pace required in today's reality?
Much has been written ab...
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