Leaving your business out in the open makes it easy for competitors to steal your ideas. Sometimes it’s wise to make certain strategies top secret. I was talking to Jan, a client of mine about building her practice through more referral business. We worked on building her referral engine developing an approach that she was comfortable …
I’m often asked “What do you when you have all these great ideas? Which one do you grab and act on first?” Here’s how I reply. My response is: Years of creation! The hardest part is getting it all out of your head and documented immediately; following through and then filing each thought, idea or …
A majority of the people that I work with struggle trying to manage their time strategically. Read to learn how to better manage your time. One evening, I received a phone call from Joe Connolly with the Wall Street Journal and WCBS Radio. He told me he had just finished reading an article in the …
“Cold Calling Doesn’t Work.” I strongly dislike when people say this simply because it’s the furthest thing from the truth. You’ve been duped into believing that cold calling doesn’t work when the fact is, it’s all in the approach.
Motivating the sales force and maximizing the team’s productivity are only some of the situations sales managers encounter. Learn what you can do to improve your team. 1. What would you tell sales managers to help them motivate the various members of a sales force – some high achieving, some mid-level producers, some new and untried, some never …
For years, I’ve managed salespeople. Over two decades later, now as an author and Executive Sales Coach, the one constant I hear when speaking with managers is that the 80-20 rule is still alive and well. For those who may not be aware of what the 80-20 Rule implies, it is this: 20% of your …
I remember years ago the experience that reinforced this lesson: How you think is what you get and don’t believe everything you hear and see. One of the businesses I used to own employed about 30 salespeople. I was in the process of recruiting two more salespeople to add to our team. During the initial training …
Understanding the difference between priorities and goals is absolutely critical to achieving the kind of success you’re looking for; both for yourself as well as for your team. Priorities can be defined with a simple question: What is most important and meaningful in your life today that you are not willing to compromise or sacrifice in pursuit of something …
