Do you know how valuable you are to your clients? Recently, I did a survey (very informal and decidedly unscientific) and asked everyone I knew if they knew how their clients viewed their value. Everyone answered somewhat differently, but I never got the sense that anyone was truly aware of how valuable – and hence
As a sales professional who’s developing a sales culture, what do you expect from your colleagues? Are they shaped by your expectation that they are part of a sales culture and accountable to the client and to one another? Do you engage, motivate, and inspire others in the organization to be part of sales campaigns?
1. One individual stepped up to the plate. Every project needs an internal champion. The projects that succeeded had one. I’m not talking about a Microsoft-Trained-Dungeons-and-Dragons-IT-Propeller-Head either. They’re good only for backups and security. I’m talking about a really good administrative person. Someone who has a brain and isn’t afraid to use it – or
When I was growing up, I occasionally heard my father use the expression “He is a class act” when talking about someone he had encountered or done business with. I always found it an interesting and thoughtful expression, and I usually asked my dad what that person did to earn his term of high praise.
One thing I believe in to be successful at sales is the ability to embrace an abundance mentality. Simply put, there are more than enough business opportunities to go around if you are approaching your business the right way. I have seen competitors go after each other in a way that just saps all of
Howard Yermish Facebook | Twitter | LinkedIn The Internet is connecting people to other people, to information, to ideas, to things, in amazingly powerful new ways. It isn’t changing the fact that we are still human. And we humans like to do business with people we know and trust, even in a world where the Internet seems
The dictionary defines relevant as “having direct bearing on the matter in hand.” In my work with my clients, I always have people ask themselves that question – and it’s a tough one. In the environment we live and work in, our ability to create relevancy in the minds and hearts of our clients and
This question has an esoteric feel to it, but I assure you it’s totally real. Are you present? I don’t mean are you physically present; rather, are you truly engaged with the people around you? Your ability to be present has all the power to make a huge difference between success and failure. Your ability
This is about the time of year that my clients start to call me and ask, “Why can’t I make any progress with my prospects and customers?” (Actually, I hear this all year long, but now it seems to be a bit more pronounced.) More to the point, I also hear from the customers and
Let me say this right up front: The enemy of the salesperson is not a bad economy, an ineffective manager, or a less-than-optimal product. Although none of these are good things per se, the mortal enemy of the salesperson is having a sense of entitlement. Unofficially defined as an inflated and unrealistic sense of