I recently overheard a manager telling an employee how to do something. The reason I overheard it was not because I was in the same room but because he was so loud that everyone in the vicinity heard him! After the manager was done, he happened to wander to my desk and mentioned how he […]
How to Coach Well – Coaching is Not Telling, Part 1 Read More »
“Everyone’s in Sales” and everyone has the amazing opportunity to present and sell themselves and their ideas every day! Did you know that one BIG difference between successful people and those looking for success is that successful people present themselves in a confident and inspiring way, making a good impression – and getting them what they want and deserve? That’s why knowing how to present yourself and your ideas is so crucial.
New Sales Culture Workshop™ Read More »
I am excited to announce that our FIRST “Transform Your Sales Culture: Upgrade Your Sales Technology” Seminar for 2013 is almost sold out, so I hope you will reserve your spot today. My colleague Gene Marks and I are bringing this seminar to you on February 27 at the Courtyard Marriott in Philadelphia. We are also excited to have Howard Yermish, who will present his ideas and tactics for creating your own social media plan!
The best part of giving a keynote address is getting the opportunity to hear so many valuable and insightful comments from attendees. The comments often make me think about how other people see sales and my topic of sales culture. Last week, I had an amazing conversation with someone about the role of vulnerability in
Vulnerability Is Money in the Bank Read More »
Some days I have these moments when I say “I think I have seen it all now.” Those moments don’t happen often, because people always come up with something new that makes me stop and think about what I have just witnessed. Great salespeople are separated from the not-so-great ones by many things, and much
Is Your Calling Card Hubris or Humility? Read More »
I am excited to announce the date of the FIRST “Transform Your Sales Culture: Upgrade Your Sales Technology” Seminar for 2013. All of our seminars have been sold out, so I hope you will reserve your spot today. My colleague Gene Marks and I are bringing this seminar to you on February 27 at the
First 2013 Seminar Read More »
It’s that time of year again. As 2013 approaches, salespeople everywhere are trying to close as much as possible to finish the year strong. For that matter, it’s not just salespeople. Anyone who has something to sell – whether it’s a product or service, an internal idea or project, a budget increase for 2013, and
Are You on Your Client’s Agenda? Read More »
Once upon a time there were salesmen, just salesmen. And they used phones to call their customers. Sometimes they sent letters. They were frequently on the road. A typical salesman would have a calendar and maybe a notebook. The better ones kept index cards, on which they wrote information about their customers and prospects and
5 Technologies That Will Power Your Sales Culture Read More »
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
5 Laws for CRM Success Read More »
Does success come from a commitment of hours or from a commitment of passion and focus? I want to advocate – primarily – for the latter. I was professionally raised in a time when we were measured by the number of hours we put in as well as by our sales results. Yet it was
Work Smarter, Not Longer Read More »