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NOVEMBER 26, 2013

Those who consistently demonstrate this sales leadership talent “will respond to the concerns of others, even if they don’t relate to the situation at hand.” When an individual fails to demonstrate this attribute suggests “an inability to identify and relate with others on a personal level.”

Sales Leadership 158

Sales Leadership Small Business Small Business Sales Goal 158

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APRIL 26, 2012

Heart represents our emotions, our ability to relate to others, our emotional intelligence. For example, building relationships is fine as long as I “close the deal” seems to be far more prevalent than just relating to people first and thinking about them as potential sales leads second or even third.

Sales Leadership 180

Sales Leadership Social Media Facebook Follow-up 180

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JULY 18, 2012

There are times when the media relations business reminds me a lot of high school; specifically, prom season. When you’re a teenage girl without a steady beau, most of your energy in the weeks leading up to the dance is spent wishing that the hunkiest guy on campus will finally discover you exist and ask you to be his date.

Media 149

Media Film Small Business Small Business 149

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SEPTEMBER 4, 2017

We may be intrinsically motivated by Mastery, Autonomy and Purpose as it relates to people (Theory of Self-Determination). We have different experiences. From those different experiences, our brains are wired differently. However, how those motivators are connected to each other is unique based upon his or her own life experiences.

Motivation 142

Motivation Sales Coaching Facebook Coaching 142

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MARCH 1, 2013

The more emotional energy that can be developed and sustained in your enterprise is directly related to your business growth strategy. Just imagine if you truly embraced the Marketing, Selling and Keeping approach and pushed it to the Edge of Chaos what would that look like?

Strategy 128

Strategy Comparison Energy Small Business 128

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AUGUST 2, 2013

Relating to Others. Yet, if salespeople cannot relate to others, cannot evaluate what is said, cannot understand the motivational needs of others, their sales success will be limited. Evaluating What Is Said. Flexibility. Gaining Commitment. Handling Rejection. Long Range Planning. Persistence. Persuading Others. Practical Thinking.

Motivation 127

Motivation Coaching Small Business Small Business 127

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DECEMBER 3, 2013

At a monthly mastermind meeting of some local small business owners here in Northwest Indiana, one of the members, Rick Gosser , shared a photo with a person exercising and this caption: I don’t have time is the adult equivalent of the dog ate my homework. What I recognized is the validity of this statement.

Small Business 181

Small Business Small Business Exercises Survey 181

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JANUARY 31, 2016

Through the mastery of our environment, the autonomy of making choices and our purpose as it relates to others, we fuel ourselves each day as we chug up those molehills to mountains. What fuels our leadership engine is our emotions, our experiences and our expectations. This is all part of our own self determination.

Engineering 70

Engineering Twitter Facebook Follow-up 70

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NOVEMBER 7, 2016

Walking this sales path appears to be quick and easy. Now the sales process path appears to be less traveled. Maybe because it looks different to each salesperson. The road is uneven and relatively narrow. There are no ruts and the path itself is not smooth. Green vegetation is plentiful along the path.

Travel 132

Travel Social Selling LinkedIn Research 132

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NOVEMBER 29, 2014

Today’s American economy is driven by small business and today, the Saturday after Thanksgiving, is dedicated as Small Business Saturday. This day of recognition is relatively young and was founded by American Express in 2010. Here are some facts about small businesses here in the US. My sense is many other countries share similar statistics.

Small Business 140

Small Business Small Business Engineering Travel 140

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DECEMBER 26, 2012

Mention Baldrige to some small business leaders and receive one of these responses: What’s that? Yes, I know and? Far too hard! Yet this relatively inexpensive business process improvement resource is a bridge to not only increase sales, but to create that coveted culture of high performance.

Small Business 127

Small Business Small Business Health Care Government 127

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SEPTEMBER 27, 2012

This key note speaker had already spoken the previous week at two different locations for this not for profit health care related association. This would not have been terrible except the speaking engagements were the next two days at two different locations about 130 miles apart.

Cancellation 164

Cancellation Health Care Churn Call-back 164

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JANUARY 30, 2016

Difficult to identify emerging leaders. Emerging leaders are easily identified based on ability to achieve results. Process of developing leaders is relatively slow and inefficient. Process of developing leaders is relatively fast and efficient. Difficult to measure against results. Easily measured against results.

Lead Rank 70

Lead Rank Twitter Facebook System 70

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APRIL 25, 2017

.” Even during execution, your “increase sales” brain should be in full awareness mode so that you can make any course corrections in your sales conversation. Sometimes the sales lead is ready to buy and yet the salesperson ignores all the signs because he or she is still in sales script behavior.

Referrals 106

Referrals Analysis Facebook Course 106

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DECEMBER 1, 2012

Would they also relate to your ability to express ongoing enjoyment? Yet would happen if you had a little more fun, a little more enjoyment? Do you think your customers would feel those positive feelings? How about your potential ideal customers? Very few people like a Sour Sam or Suzy.

Small Business 175

Small Business Small Business How To Facebook 175

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JANUARY 23, 2014

He relates the extraordinary success of ordinary individuals who did achieve outrageous accomplishments. You are almost compelled to read his story. You wondered what happened to turn this individual around? And you may also ask yourself, could I have been so open with my own life?

Guidelines 151

Guidelines Guarantee Facebook Conversion 151

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JULY 23, 2014

A colleague who is selling is upper end priced home had a relator come in for an open house. In sales, it is that open mind that allows top sales performers to see abundance where others only see scarcity and end up with their heads in their hands. Granite is expected in homes in this price range.”

Face-to-face 130

Face-to-face Facebook Closing Opportunity 130

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JANUARY 27, 2015

For example, top sales performers relate well to people because people buy from people. This relating well may also extend into having an “ empathetic attitude.” This lack of clarity dramatically impacts performance as it relates to sales attitudes. Sales Attitudes Are Talents. Handling rejection.

Hiring 70

Hiring Construction Scale Sales Talent 70

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SEPTEMBER 12, 2013

The biggest problem is so many small businesses do not have any written business strategy, do not think of structure, have not documented processes and let us not even discuss rewards and people. Alignment does require work and maybe that is why so many fail to employ this relatively inexpensive assessment for sustainable business growth.

Small Business 130

Small Business Small Business Construction Facebook 130

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DECEMBER 20, 2014

Two clients of mine have made tremendous strides with their desire to improve their health. Both have lost over 100 pounds and have engaged in a more active life style. By embracing health living through diet and exercise, both have also experienced more health relative to their small businesses. Maybe this is the reason for this enigma?

Small Business 162

Small Business Small Business Exercises Facebook 162

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JUNE 3, 2013

Then maybe the first action is to recognize and know your self leadership talents before embracing a new sales process or honing another sales skill? Believe it or not, self leadership in sales is not consistently placed where it needs to be relative to individual sales performance. So what is self leadership?

Webinar Metrics 144

Webinar Metrics Lead Rank Lead Scoring Facebook 144

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SEPTEMBER 25, 2014

Since facilitation is the exchange of information, in my mind’s eye I was already a facilitator and then just connected that role to the sales conversations and sales process. Consultant. Consultative sales is a relatively new term to sales.

Consultative Selling 154

Consultative Selling Construction Loyalty Negotiation 154

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OCTOBER 24, 2014

Relate to others by forming new emotional relationships. As I continue to listen to small business owners and independent sales professionals, I realize they may also be experiencing a reluctance to change. Repeat the new behavior with the support of the new relationship or relationships.

Small Business 131

Small Business Small Business Face-to-face Facebook 131

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NOVEMBER 20, 2015

Those with high self leadership talents understand how to use their talents to thrive by making choices to better themselves (Mastery within the SDT) and to relate to others (Purpose within the SDT). In life there is a lot of we cannot control.

Motivation 70

Motivation Twitter Facebook Relationals 70

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APRIL 20, 2017

You do what you do because purpose as it relates to people is one of our three primary motivational drivers (Theory of Self Determination) as noted by Deci and Ryan in their research. If you can’t measure it, you can’t manage it. However sales numbers should never take a front seat to why you do what you do.

Ideal Customer Profile 86

Ideal Customer Profile Churn Analysis Facebook 86

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DECEMBER 19, 2013

Customer Relations Management (CRM) programs are one good solution and Excel worksheets also work. To avoid being out of sight out of mind, does require some process usually electronic to keep track of all those buying and selling interactions and next interactions.

Inbound 165

Inbound Direct Mail Face-to-face Social Media 165

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DECEMBER 16, 2012

Our customers want real live human beings who can relate to them authentically with feelings not pseudo, unfeeling human beings rattling off some embedded sales script just to increase sales. ), I am coming of the belief far too many sales people are over medicated.

Webinar Metrics 156

Webinar Metrics How To Small Business Small Business 156

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NOVEMBER 13, 2013

The sales lead respectfully responds and declines your offer unless you can answer one question that is not price related. Sales Training Coaching Tip: Sending LinkedIn email marketing messages to first degree connections makes far more sense than second degree connections.

Email Marketing 145

Email Marketing LinkedIn Marketing Intent 145

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APRIL 22, 2017

So why in the world would you initiate any plan or action to increase sales without first assessing what is happening not only to your firm as it relates to the: Outside world? Would you quickly running for the door seeking a second opinion? Internal world (think sales culture)? Talents of individual salespeople?

Hiring 96

Hiring Facebook Sales Relationals 96

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SEPTEMBER 6, 2013

The Galbraith Star can become your shining, true North Star leading you from where you are now to where you want to be - a mid-size to small business where everything, strategy, structure, processes/systems, rewards and people function like a well oiled machine. Share on Facebook.

Lead Rank 137

Lead Rank Small Business Small Business Facebook 137

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DECEMBER 3, 2013

This capacity is directly related to the person’s balance in their ability to evaluate others, and be empathetic.” According to Innermetrix , this is “The ability to confront controversial or difficult issues in an objective manner. The ability to have non-emotion discussions about disciplinary matters.

Sales Leadership 151

Sales Leadership Comparison Construction Discount 151

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AUGUST 6, 2013

A secondary approach to win the SEO race is to use public relation firms and organic growth where Google ends up chasing you. Many advocate a technical approach by understanding the Google algorithms to win the SEO race or at least place in the top second or third. In this instance, you are chasing Google. So which approach makes more sense?

Google 128

Google Social Media Small Business Small Business 128

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OCTOBER 8, 2013

This capacity is much more abstract than concrete organization; it deals with the ability to allocate resources in a mental scenario, and accurately visualize outcomes.” Top sales performers have the ability to “mentally role-play the execution of the long-range projection and make accurate predictions concerning the possible outcomes.”

Sales Leadership 143

Sales Leadership Facebook Resources Sales 143

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JUNE 24, 2014

In the real world, those with this sales leadership temperament related “primarily in terms of established system and order, (e.g., The temperament of Judge is one where there exists: Neutral Empathy. Negative Practical Thinking. Positive Systems Judgment. rules, the law).” ” (Source: Innermetrix Attribute Index).

Sales Leadership 127

Sales Leadership System Retention Energy 127

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FEBRUARY 1, 2018

TAKE ACTION Think about your small business or business related activities. Would you feel comfortable flying on this plane? Are you thinking don’t close the door, let me out? Why are you having these thoughts? Most people admit to wasting at least 12 minutes a day.

Small Business 78

Small Business Small Business Airlines Call-back 78

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MARCH 17, 2017

Return to a moment n your childhood and think about your parents or an adult telling you any of the following: You need to go to bed. You need to make straight As. You need to go to college. You need to find a good job. You need to visit your relatives. You need… (the you need list is endless).

Conversion 78

Conversion Marketing Facebook Training 78

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JULY 21, 2012

Even if it is not part of your strategic action plan or personal action plan , goal related, or something really, really important, just do something and quit thinking about it, whatever it is, that has created this mind numbing fear. Ask yourself how can I make a small difference to someone else?

Journal 179

Journal Face-to-face Facebook Consumer 179