Who Is Exactly On Your Small Business Sales Team?
Increase Sales
DECEMBER 20, 2012
How often do we hear in any small business, “I am not in sales” or “Call Joe, he is the salesperson?”
Increase Sales
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The Magic Well Not So Magic Increase Sales Formula
Increase Sales
JUNE 30, 2017
They begin their businesses by skipping the first several steps. Those few steps involve strategic planning. The failure to undergo strategic planning results in not knowing: Exactly what to do. Exactly when to do it. The right things to track. How the right things produce the right results. How to avoid misdirected actions.
Lead Generation 
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Sales Leadership – Competitors or Industry Counterparts?
Increase Sales
MAY 7, 2012
This past weekend I had the opportunity to sit in a roundtable discussion with 20 small business owners who all offer different aspects of sales training, sales coaching, and sales consulting. What was interesting to learn that no one had exactly the same business seeking exactly the same customers providing exactly the same services. Imagine that!
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Sales Success Continues to Return to These Words
Increase Sales
JULY 16, 2013
This exchange must be clear, must be consistent and must be concise. Sales Training Coaching Tip: Ask your sales team to write down the 3 top goals for your organization as they perceive them to be. Everyone should answer in EXACTLY the same manner with EXACTLY the same words.
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129 Why Traditional Business Growth Strategy Fails – Tip #2
Increase Sales
MARCH 4, 2013
These three questions reaffirm why the current business growth strategy employed by most small businesses (under 100 employees) to even larger organizations (100 employees or more) fails. How many employees know exactly how their companies keep the money it makes?
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The Self Improvement Mindset, How’s Yours?
Increase Sales
JULY 26, 2014
Yes as in all aspects of our lives, we have a choice to continue to develop ourselves, improve our lives or to stay where we are. That choices starts with our mindset. Download this PDF of Personal-Professional-Wheels and determine exactly where you are. Share on Facebook.
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Your Brand Is Your Promise, It’s That Simple
Increase Sales
MAY 25, 2013
Are you consistent with your promise to your customers? Maybe before you hire some expensive marketing expert or buy another top 10 book on marketing, take the the time to reflect and determine exactly your brand or small business promise to your customers. P.S. Remember when you quote someone else to give him or her credit.
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The Least Effective Way to Open a Sales Call by Kelley Robertson
Increase Sales
JANUARY 25, 2012
The key to making your sales call a success is to focus ALL of your attention showing your prospect exactly how you can help them make a problem go away. You need to demonstrate that you understand what challenges they are encountering and how to help them get past those problems.
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Business Growth Is More Than the Number of Pickles
Increase Sales
SEPTEMBER 18, 2015
How many pickles does a Whopper have? According to a presentation I heard this week, the answer is exactly four. However Burger King did not significant experience business growth because each Whopper had exactly four pickles. Burger King grew because of its brand “have it you way.”
Marketing to the Eyes of Evolution
Increase Sales
MARCH 10, 2014
Do you want your marketing messages to have impact? Then this recent report by MIT may have you thinking differently about exactly how the eyes of your target market see and responds to your marketing message.
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The Sales Problem Illusion Marches On
Increase Sales
APRIL 15, 2016
Beyond some common logistical issues being ignored along with how people learn, the greatest barrier to sustainable sales training is the sales culture. This may range from the CEO to the Sales Manager to even the delivery person.
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70 You Are Not Alone in Sales
Increase Sales
JUNE 2, 2017
We must learn to accept what works for us. Then we can work on how to improve what works for us. Now we are in control of what we wish to retain for our own professional and personal development. We can hone in on exactly what works for us and then intentionally develop those talents or skills to increase sales.
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Playing It Safe in Life
Increase Sales
OCTOBER 14, 2012
One quotation that I did not included and yet captures the essence of playing it safe in life was: “A man would do nothing, if he waited until he could do it so well that no one would find fault with what he has done.” ” Cardinal Newman (British Preacher 1801-1890). Credit www.sxc.hu.
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The Small Business Joke Is On You and You Probably Don’t Even Know It
Increase Sales
APRIL 1, 2013
Of all the jokes I listed, probably number nine is the most universal and most damaging. I have yet to ask this question to the executive team and receive the same three goals in exactly the same order. The impact of this joke is on business growth ranges from wasted resources to the lack of sustainability.
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What Does Congruency Mean?
Increase Sales
NOVEMBER 17, 2013
Many when thinking of the word congruency return to their days of geometry and congruent triangles where both triangles have exactly the same 3 angles and the same 3 sides. Yet for those in business leaders, the answer to the question of “what does congruency mean?” ” is somewhat different.
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The 12 Days of Increase Sales Leadership Questions - Day 3
Increase Sales
DECEMBER 11, 2017
Here is where you must have understanding as to your sales cycle time. The ability to increase sales leadership is both simple and complex, The simplicity is sales is all about the transference of feelings.
Real Estate Agents, The Same Flyer 3 Times, Really?
Increase Sales
AUGUST 4, 2015
Beyond 95% stopping at three contacts, I have witnessed the same or nearly the same flyer by over 50% of real estate agents who made outreach. Graphic designed by Popovich. This past weekend, I received the third flyer that was exactly the same as the first two flyers from a local residential real estate broker/owner.
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Why The Focus on The Future May Not Increase Sales
Increase Sales
DECEMBER 3, 2012
What was even more telling the publisher and his top right hand man shared only two of the three same goals and not in the exact order. When all was said and done I had listed over 30 goals on a flip chart. Looking to the future, not dwelling on current completed goals to increase sales, is a great small business leadership behavior.
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3 Keys to Creating Deal-Winning Credibility by Kelly Riggs
Increase Sales
JUNE 4, 2014
This means that the prospect must become convinced that your solution will provide the performance the company needs, AND that you are the salesperson that will make it happen most effectively for them. Three Keys to Credibility. Here are three key components to creating sales-winning credibility with your prospect: 1. Avoid the sales “stereotype.”
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135 Authenticity in Sales Is Your Secret Weapon
Increase Sales
OCTOBER 29, 2014
As we were walking to our cars, I apologized for what is appear to be putting her off because I did not “set the appointment” to begin. She looked at me somewhat surprised and said “No you are exactly right, I need to gain some more internal clarity before I begin.” ” Two Sales and Leadership Axioms.
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174 Thought Leadership Unites Self Leadership with Leadership
Increase Sales
MARCH 27, 2014
This is why there are no exact attributes or competencies to identify one thought leader versus another. These individuals have united their own talents to move themselves forward personally and then move others. Thought leadership looks differently for everyone.
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Lies Do Not Inspire Customer Loyalty
Increase Sales
MARCH 13, 2017
When will customer service people from wait staff to store clerks to everyone else in between realize lies do not inspire customer service loyalty. No lies do exactly the opposite. Lies build distrust and turn existing loyal customers into finding other solution providers. Recently we had breakfast at a national chain that features home cooking.
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91 Quick Fixes in Sales Often Ignore This Reality
Increase Sales
FEBRUARY 14, 2017
These professional coaches look to support their clients in gaining crystal clear clarity. Years ago I wrote an eBook entitled Triage Business Planning with this message on the front cover: Know Exactly What to Do and When to Do It. Track the Right Things to Produce the Right Results Avoid Misdirected Actions and Misguided Decisions.
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How True Leaders Turn Conflict into Collaboration
Increase Sales
SEPTEMBER 18, 2014
Leaders recognize conflict exists because human beings are unique and not everyone thinks the same way, believes the same things or has the exact same experiences. Credit: www.gratisography.com. True leaders are able to turn conflict into collaboration through these three words: Clarity. Consideration.
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Black Friday Should Be a Monthly Business Strategy
Increase Sales
NOVEMBER 28, 2014
Why not make Black Friday a conditioned behavior for your small business? If you are intimidated by the strategic planning process, then consider this eBook, Triage Business Planning – Know Exactly What to Do and When to Do It. Share on Facebook.
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131 Reflection Is Not Just on 9/11
Increase Sales
SEPTEMBER 11, 2015
Today, here in America, reflection is bringing us back 14 year ago when terrorists attacked freedom and liberty. I remember exactly where I was when I saw the second plane go into the World Trade Center. That day of 9/11 created an “impact memory” for myself and millions of other Americans as well as world citizens.
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70 Sustainable Business Growth Requires a People First Approach
Increase Sales
APRIL 4, 2013
To have a sustainable business growth also known as a culture of high performance requires a people first approach through Buy-In or WIIFM. This also demands proactive communication so that everyone knows what is happening within the organization. Yet how many in executive leadership roles know exactly what is happening in their small businesses?
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137 In the Sales Process There Are Consequences to the Keeping Phase
Increase Sales
MARCH 25, 2013
Additionally with so much information available, the client may be better informed than in the past. With all these unknowns, why vendors do not do more to keep their clients is beyond me. And this is exactly why a keeping phase should be part of every sales process. The goal should be two fold: Top of mind awareness (TOMA).
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Simply Speaking Just Change Your Words to Increase Sales
Increase Sales
MARCH 9, 2013
As we talked further, the potential client said “chaos so much better described” what he was experiencing. “This is more than just being overwhelmed,” he shared. “It sounds like you know exactly what I am feeling and experiencing. Thank you and I look forward to receiving your statement of work.”
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The Unspoken Words to Increase Sales
Increase Sales
NOVEMBER 15, 2012
Neuro-Linguistic Programming (NLP) works with active listening specific to the exact words being verbalized. What is not as actively discussed in those same sales training programs or sales coaching sessions are these unspoken languages. Active Listening is critical and goes beyond just hearing the verbal words.
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Sure We Are All Rowing in EXACTLY the Same Growth Direction
Increase Sales
APRIL 13, 2016
With 100% confidence, no doubt whatsoever, can you answer this question: Are all your people rowing in EXACTLY the same growth direction? From my nearly 40 years of experience, 99% of the SMB owners, executives, sales managers and even single office/home office entrepreneurs cannot answer with a simple Yes. The key word here is EXACTLY.
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How to Increase Sales Tips & Snippets – Repetition
Increase Sales
MARCH 31, 2012
Do not abandon it because someone told you about needing this marketing activity or that sales process. Sales Training Coaching Tip: Your marketing is working when you know exactly how many new sales leads you gathered and how many of those sales leads turned into new customers or clients. Sales Cartoon. Credit www.funnysalescartoons.com.
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The Answer to the Madness of Myopia for Sales and Small Businesses – Part 2
Increase Sales
SEPTEMBER 25, 2013
Possibly no where is this more evident than in personal development where sales professionals and small business leaders focus their attentions on the organizations or others such as customers or sales leads instead of looking within to themselves. Until you know exactly where you are, it becomes increasingly difficult to see where you are going.
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137 Am I Cut Out for Sales? – Part 4
Increase Sales
MARCH 6, 2013
Then through in the negative conditioning about what we do not do well, our focus has gone from one of strengths to one of weaknesses. To align our talents to our beliefs requires knowing exactly what those talents are before we can feel comfortable about this question of “Am I cut out for sales?”
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Dream A Little Dream
Increase Sales
NOVEMBER 28, 2012
With my executive coaching small business clients, I actually include one ongoing assignment of writing down at least 5 dreams per week. Their M.A.P. ™ (My Action Plan) workbook has a dream journal for exactly that purpose.
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142 With Sales Pitches the Season Never Ends
Increase Sales
SEPTEMBER 21, 2016
Sending out sales pitches via emails, cold calling or text messages without having established any credibility is frankly a waste of time. Of course there will always be exceptions, your prospecting marketing message came at exactly the right moment in time when all the buying stars were aligned.
Why Not __ Leadership?
Increase Sales
JUNE 12, 2014
For me in working with executive coaching and talent management consulting clients, I share that leadership is all about results using clearly articulated positive core values. The purpose is exactly what Drucker defined in his second definition. Do we really need agile, servant, authentic, social, fill in the blank?
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4th Quarter Sales Desperation Drips for SMB in Social Media
Increase Sales
OCTOBER 14, 2013
Great except 50% of those being offered I have already delivered, similar if not the exact same webinars or workshops. Today I received 6 invites from LinkedIn first degree connections who are all SMB owners offering free webinars. The other 50% are re-purposing old content that I have already heard at least a dozen times.
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Why Can't You Increase Sales?
Increase Sales
OCTOBER 24, 2016
Unfortunately, the exact opposite happens. Their belief is in the quick fix. Their people will learn incredible sales skills and begin to make the cash box explode! The quick fix paradigm is another one that should be deep sixed!
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Are You Suffering from Marketing Malaise?
Increase Sales
MAY 26, 2015
Yet you cannot place your finger on the exact cause. Each day turns into another one where you may write a perfunctory blog; send out some social media updates; go to a business to business networking event to uncover some more sales leads; make those necessary phone calls; or meet with a new ideal customer. Change your routine if possible.
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70 The Good, the Bad and the Ugly of Real Estate Marketing
Increase Sales
JULY 5, 2016
Both had engaged previously in extensive direct mail campaigns when we had our home listed For Sale By Owner. We received at least five mailing from each of these realtors. Now we are receiving exactly the same direct mail pieces.
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How Social Media Is A Lot Like Diving
Increase Sales
SEPTEMBER 14, 2012
Sales Training Coaching Tip: Planning is a habit that has been developed from knowledge and skills. When engaging in a precision dive, the diver has practiced the dive countless times. He or she knows exactly what has to be done to enter that water with barely a ripple. The focus is tremendous and so is the result.
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128 How Can You Brand Your Small Business Sherwood Forest?
Increase Sales
JANUARY 11, 2013
Taglines with words like help or partner are so plentiful they are literally ignored and fail to attract potential new sales leads. To brand your small business Sherwood Forest starts by talking to your customers to learn exactly what are their expectations.
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128 Let Socrates Three Filters Spur Your Small Business Growth
Increase Sales
OCTOBER 10, 2014
Third of Socrates Three Filters – Is What You Say (Think or Write) Necessary? For me that has always been the deciding factor when responding. Sure sometimes I want to say exactly what I am feeling to get it off my chest. However I have learned that if I want the desired result of small business growth, I do need to temper my responses.
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