Time Management Is the Greatest Oxymoron
JANUARY 30, 2017
Have you ever attended a time management training event or read a book on time management? You do realize of course this concept of managing time is an oxymoron and probably the greatest oxymoron we humans have. Credit www.pixabay.com. Just to be clear, an oxymoron is a figure of speech in which contradictory terms appear in conjunction. We cannot manage time. Time Management Is Self Management!
Plagiarism Goes Beyond Intellectual Dishonesty
FEBRUARY 17, 2017
Yesterday a colleague, Mark Hunter , came across one of his articles being plagiarized by a fairly well connected LinkedIn member. He notified a group of other sales coaches, sales consultants and colleagues about this plagiarism. The group responded and not even 24 hours later, this particular article as well as all other articles under this person’s name were removed. Share on Facebook.
Great Salespeople Truly Never Give Up
FEBRUARY 6, 2017
Once again, we witnessed how the underdog, the team, the individual never gave up. This “never give up” attitude is also embedded within great salespeople. Credit www.gratisography.com. 2016 was and 2017 appears to be years where the can do attitude, never give up attitude will triumph over the can’t do one. ” . They keep moving forward even when defeats happen.
Learn to Focus On What You Can Control in Sales Communication
JANUARY 25, 2017
Funny thing about human behavior is we humans have a tendency to focus on what we cannot control. This is quite evident in sales communication. For example, in today’s 24/7 “I want an instantaneous response to my email, my text or my phone call world,” many SMB owners and salespeople fail to communicate what they can control such as: Hours of operation. Response time. Location.
The Art of Social Selling -- Summarized by getAbstract
Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.
Self Leadership Is Required in Sales
JANUARY 12, 2017
In business there has always been a lot of attention directed to leadership. Yet far lesser attention to this idea of self leadership. As has been noted earlier, many presume people know how to lead themselves through earlier educational experiences. However, research shows self leadership which falls into that bucket of people or soft skills is sorely lacking. Motivation. Autonomy.
Top Sales Performers Embrace These ".ations"
JANUARY 15, 2017
So what makes individuals top sales performers? There are specific aspects as identified within the 5 Point Sales Leadership Model and yet I believe it goes way beyond that to the attitudes of these individuals. The “Ations” Attitudes of Top Sales Performers. Aspiration – Wants to continued to achieve, to look forward to the future, to always be better. Share on Facebook.
Who Helped Me the Most in 2016 - George Richardson A Gentleman's Gentleman
DECEMBER 31, 2016
One of my colleagues, Jim Keenan, wrote a blog posting about who helped him the most in 2016. He then went on to answer how this person helped him. Keenan shared his posting with me and it got me thinking, truly thinking, that deep, dive down to your guts type of thinking of who helped me the most in 2016. I made a list of people who had gone out of their way to be supportive. Share on Facebook.
Sales Leadership Requires You Know What You Do Well
JANUARY 13, 2017
Over the last 10 years, I have discovered this startling fact among those in sales leadership roles: 98.7% do not know what they truly do well! The irony, if you want to call it that, is 95.4% of these same salespeople know what they don’t do well. Sales Leadership Question. Why do winning sales teams win? Answer A) Because of the weaknesses of their salespeople. Credit www.pixabay.com.
Secrets to Successful Inside Sales Management
Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
A New Sales Leadership Model
JANUARY 9, 2017
One of my favorite models is the 5 Star Model for Organizational Development. Jay Galbraith and his colleague created a simple graphic to ensure both alignment between key functions of any business and the desired results. Essentially this model is for leadership as well as sales leadership as it looks determine where the gaps exist between today’s results and tomorrow’s goals. Rewards.
Being Comfortable Is for Babies Not Top Sales Performers
DECEMBER 1, 2016
Top sales performers who I know are the least comfortable people. They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Credit www.gratisography.com. I was reminded of this consistent characteristic when I read Mike Weinberg’s posting, Stop Over Analyzing Your List and Get in Front of Your Strategic Target Prospects Now!
2017 New Sales Behaviors Replace Building Rapport with Building Trust
JANUARY 2, 2017
How many sales training programs focus on “building rapport?” ” Shouldn’t our sales behaviors be more intentional? Shouldn’t we be building trust from the first handshake, the first exchanged words? When we look to the origin of the word rapport, we discover it is French and means to “bring back.” Do those feelings build trust? Share on Facebook.
Sales Process in a New Sales Leadership Model
JANUARY 11, 2017
Given over 97% of all businesses within the US are under 20 employees, many lack a simple sales process. By not having a process impacts the ability to determine where there are gaps limiting increase sales and ultimately the overall sales culture. SMB owners today cannot afford to have separate marketing and sales departments. Finding new sales leads becomes the responsibility of the salesperson.
Maybe Sales Quotas Are Only Part of the 2017 Business Growth Equation?
DECEMBER 26, 2016
For the last several weeks to maybe months, sales managers and salespeople are looking to 2017 business growth. Within this annual or quarterly activity is the setting of sales quotas or goals. However if we believe sales research that 44% of salespeople have an 80% probability they won’t close the sale (Hubspot), then maybe there is something else missing? Credit www.gratisography.com.
Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.
Don't Look Now Your Real Leadership Ethics Are Showing
DECEMBER 24, 2016
Funny how a simple action can reveal the real leadership ethics of an individual. Let me explain. Credit www.pixabay.com. Earlier this week a colleague received a completely unfair review of his book on Amazon. This anonymous reviewer (presuming to be a sales professional and probably sales trainer) focused on one sentence in this 240 page excellent book. Is what you say kind? Share on Facebook.
Goal Achievement in a New Sales Leadership Model
JANUARY 10, 2017
Noted business guru Peter Drucker is quoted as saying “Leadership is all about results.” ” For those in sales leadership including sales management roles, results happen through consistent goal achievement. Yet sales research continues to reveal consistently achieving quotas is not the current reality. Realistic personal goal setting is measurable talent. Share on Facebook.
To Engage or Not to Engage, that Is the LinkedIn Quandary
FEBRUARY 22, 2017
LinkedIn for B2B professionals does matter. For the last few years I have been conducting my own private research and learned, at least for me, the top 5 reasons why people ask to be connected. #1 1 Engagement. The super majority of people (nearly 60%) send me invitations because I have engaged with them or with one of their connections. Since LinkedIn changed its groups policies, these engagements are overwhelmingly from update posts. Prior to this change, the invitation outreach was through groups. Additionally within this reason for connection, I have included those profiles I have visited.
Can You Afford Not to Delegate?
FEBRUARY 1, 2017
Delegation is a way of thinking and doing. For many in business leadership roles, the ability to delegate is not a talent widely embraced. The reasons for this lack of delegation are many including: Credit www.pixabay.com. No time. No money. No knowledge about available resources. No confidence in employees – fear in hiring wrong people. This wasted time translates to one hour per week.
Hiding Your Lighted Sales Prospects Under a Bushel Basket Are You?
FEBRUARY 10, 2017
Salespeople invest a lot of time lighting up sales prospects and yet it appears many are hiding those sales leads. We know this to be true given how few times on average salespeople follow-up with new sales leads. Sales Fact: 44% of salespeople give up after one follow-up (Source: Scripted). How much time and time is money is wasted? Your firm. Your solution. Share on Facebook.
Facing a Fear Greater than Cold Calling
DECEMBER 12, 2016
Mention cold calling to some salespeople and watch the fear in their eyes. Yet there is a greater fear within not only the sales world, but the overall professional and personal worlds. That fear is discovering and facing the truth about yourself. People think they fear the truth, but what they really fear is having their accepted truth challenged. Then take advantage of the special offer.
Be Selective Before You Send that Prospecting LinkedIn Email
NOVEMBER 17, 2016
How do you tell a potentially clueless or desperate LinkedIn member? One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Gee, you think he would have known better. Of course with the extensive sales research regarding prospecting on LinkedIn, maybe he thought he could take a short-cut?
Sustainable Sales Success - Tip #17 Humility
NOVEMBER 26, 2016
Sales success today definitely requires leaving your ego at the door. Being humble, demonstrating humility is essential. This does not mean you as the salesperson is a doormat. No what it means is you are authentic because you are more focus on the potential ideal customer or sales lead than yourself. The word humility comes from the Latin word humilitas , This word can be translated as humble.
What to Improve Your Sales Skills? Then Go Beyond Most Sales Training
NOVEMBER 30, 2016
Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic sales training. If current approach to developing sales skills is still not securing the desired results, then maybe something is missing. FREE Download AI-Self-Assessment-78-Talents. Share on Facebook.
Always Remember Customer Service Is SALES!
FEBRUARY 21, 2017
How many times do those in B2B or even B2C industries fail to understand customer service is sales. A new report just released by Astound Commerce through secret shoppers recognized seven retailers who excel in customer service through: Must have website. Visibility. Overall customer service. Speed of delivery. Efficiency of checkout. One of the top seven performers was The Home Depot. Selling.
Start 2017 Sales With This Aim Small, Miss Small Focus
DECEMBER 22, 2016
One of my most favorite quotes is in the movie The Patriot where the father reminds his sons to “aim small, miss small.” ” I only wish those seeking to increase 2017 sales would heed this advice. Credit www.pixabay.com. When salespeople have crystal clarity as to: Ideal customer (role, demographics, psychographics). Ideal target market (industry). Value their solutions deliver.
Two Sales Paths Emerged in the Woods and I Took the One Less Traveled By
NOVEMBER 7, 2016
In sales, there are many sales paths. However for most salespeople there are always two paths: Quick Fix. Process. The quick fix path is walked by many and is probably the more traveled one. There are ruts in the path where many others have walked. Where there are no ruts, the path is almost smooth and free of vegetation. Walking this sales path appears to be quick and easy. Share on Facebook.
Look Beyond the Keystrokes to Build Key Relationships
JANUARY 22, 2017
Having those key relationships is essential in our personal to professional lives. Yet with technology, it appears we are being limited by how we communicate and interact with others. Suddenly we become conditioned to stroking the keys instead of actually speaking with another human being. Credit www.pixabay.com. The Irony of Human Behavior and Key Relationships. Really? Share on Facebook.
Moving Beyond Inspiration to Perspiration
JANUARY 31, 2017
Many people are inspired. They listen to a Ted Talk, read a good book to attend a sales training event. Yet at the end of the day or a couple of days later, that inspirational message is like dust in the wind. Credit www.pixabay.com. Some firms look to sales training to inspire and fail to move beyond inspiration to what really makes the difference – perspiration. Share on Facebook.
Are You Embracing This Presumption When Setting Sales Goals?
DECEMBER 23, 2016
End of the year or quarter is when sales managers review and then start setting sales goals. The reason I did not state “new” sales goals is because sales research suggests most salespeople do not achieve their goals (quota) estimated by TAS Group to be 67% and so the goals are not new. Credit www.pixabay.com. Fact – Goal setting for the most part is not a learned skill.
Possibly These "R" Words Are Limiting Your Sales Activities?
NOVEMBER 16, 2016
Sometimes when we think of one word that begins with a specific letter, suddenly others come quickly to mind. This morning I heard this word, regret, and began to wonder how many other “R” words limit our sales activities. Regret. Regret is a word that hangs over some salespeople. “I should have done that or I could have done that.” Reflection. Referrals. Recommendations.
The Lack of Clarity Is the Unseen Shadow Behind Many Sales Objections
JANUARY 26, 2017
One of the most important sales skills top sales performers can have is to bring clarity to sales objections. This lack of clarity by the buyer is usually evident when stalls surface during the sales conversation. For example a sales stall could be “your price is too high” without any supporting rationale or facts. Speaking of clarity , do you know what you do well? Share on Facebook.
You Would Think a Leadership Consultant Could Follow Directions
NOVEMBER 11, 2016
Yesterday I attended an early morning local B2B networking event. The host asked everyone in the room to just state his or her name and his or her business. He emphasized not to give a 30 second introduction because there were over 30 people at this event. The first 15 people followed his directions. Disrespectful of others (weak values, business ethics). Clueless about B2B networking protocol.
Begin Today to Expand Your Sales Opportunities
JANUARY 4, 2017
Every day is a new day and a day filled with incredible sales opportunities. The only limitation is your beliefs that restrict your actions. Credit www.pixabay.com. Of course to take advantage of all those sales opportunities may require some pre-advanced or predetermined thinking. These reflective thoughts support your ongoing efforts for clarity. They know their ideal customer. Share on Facebook.
Sustainable Sales Success - Tip #18 - Energy
DECEMBER 3, 2016
Do you ever watch those Ted Talks ? The one common characteristic of the presenters is energy. Those who achieve sustainable sales success always appear to be in energy even when they are speaking quietly. Their energy radiates and draws their listeners close and closer. Credit www.gratisography.com. How many times have you bought from a low energy, boring salesperson? Share on Facebook.
Time to Rethink Our Sales Fears
NOVEMBER 28, 2016
Sometimes by rethinking what we believe to be true, we can change our results. This is especially true for our sales fears. Credit www.gratisography.com. Being in sales is not easy. Salespeople are confronted with a lot of fears from meeting strangers to going to places uninvited to not earning a sale after weeks of follow-up. They sometimes never know what is behind the doors they walk through.
The Advent of the New Year Is Coming to You
DECEMBER 25, 2016
For Christians the Advent season is one of awareness because of the forthcoming resurrection of the anointed one, Jesus Christ. Yet, this word advent reaches beyond a religion and really into the New Year. Credit www.pixabay.com. Advent comes from the Latin word “ adventus” meaning “coming” or “visit.” ” The word implies being aware of that coming or visit.
Leadership or Sales Temperament the Confusion Continues
NOVEMBER 10, 2016
For the last several months we have been hearing about leadership temperament. In working with executive coaching and sales coaching clients, I hear considerable questions regarding sales temperament. Sometimes people believe leadership and sales temperaments are mutually exclusive. No the reality is they are mutually inclusive. Credit www.gratisography.com. First what is temperament?
2017 New Sales Behaviors Replace Create with Connect
DECEMBER 30, 2016
The last couple of years in the word of sales training there has been a focus on sales behaviors specific to how salespeople create value. I find this word “create” to be misleading and very much ego centered (All about me!). What I suggest to my sales coaching clients is to replace “create” with this more emotionally intelligent word of connect. Share on Facebook.