This in-depth, interactive guide helps sales professionals and executives choose the best-fit sales process for their business or organization. If you sell or manage a sales team, it will help you 1) streamline your options in choosing a sales process by tying them into a narrative, 2) offer a clear rationale to follow in choosing …
How to Choose the Best Sales Process for Personal Selling Read More »
Two Fundamental Types of People: We Need BothLeader vs Manager is perhaps a debate that’s as old as the history of modern business organization. Both of these terms are somewhat nebulous with many definitions. This article starts with a simple self-assessment that helps you determine whether you are predominantly a leader or a manager. Next, it …
Leader vs Manager: Traits, Qualities and Characteristics Read More »
Can you imagine playing tennis with one hand tied behind your back? That’s how many businesses operate. They are often handicapped by the fact that they are either tactically or strategically dominant.This article uses the example of one of the most important battles in the American Civil War, the Battle of Gettysburg, to highlight the …
Strategy Vs Tactics: Which One Does Your Business Need? Read More »
Most business leaders want to build a business that’s not only successful in the marketplace but also the kind that remains successful for a long time. But many businesses, even though they may be successful for the time being, may not be built to sustain that success through the ups and downs of the long …
There are many reasons why people look and act (and feel) tired. In this article, we look at 3 of the most important reasons for low motivation and energy for work and offer 3 corresponding strategies to increase motivation and energy in tired employees. It’s not fun to see tired people show up for work. …
How do people feel when they interact with the people in your team? If you had a better handle on the term “emotional intelligence,” would your business or your work team be perceived more favorably by other people?The term Emotional Intelligence has been thrown around quite a bit lately but there is little clarity on …
Emotional Self Awareness: Why Emotions Have Little To Do With Intelligence Read More »
Are there people on your team who are under-performing? All leaders and manager have to deal with under-performing employees one time or another. There are many reasons as to why employees produce below what’s expected from them. But is there one reason that’s the root-cause of this particular problem?I think there is. The leadership and management industry …
Most business owners and leaders want their businesses to thrive for a long time in the marketplace. Businesses are made of people, so it’s natural to want to have a structure and a process for managing their work. Management theories were created for that specific reason. But if we are not careful, these same management theories …
You are proud of the products or services you bring to the marketplace. You know in your heart that they will bring your prospective clients many times the return on investment they make with you. And yet, they throw the oldest and the most well-known objection in the history of buying and selling: “Your price …
2 Strategies For Overcoming Price Objections Before They Happen Read More »
“Let me think about it.” “I will think it over.” “Let me get back to you.” If you have spent any time in the field selling products, services, or ideas, you may agree that these words are often just as frustrating, if not more, as the word, “no.” Would you like to make sure that your prospects …
4 Non-Traditional Strategies to Shorten Your Sales Cycle Length Read More »
Are you wasting time with prospects who shop you around, fight you on the price, and string you along for a ride just so they can give their business to someone else? A high quality prospect is someone who sees value in your product or service, respects you as an adviser in your field of …
4 Ways to Improve the Quality of Your Sales Opportunity Pipeline Read More »
Are you satisfied with the amount of sales revenues you bring in to your company? Do you consistently exceed the sales quota set by your company or struggle to meet it? If you are a business owner or a sales manager, are you satisfied with the consistency of sales revenues that your sales team is bringing in? Here, …
You own a business. You are passionate about its mission. You want to make the world a better place. You want to help your customers, create employment opportunities for many people, and give back to the community. Just one question: Are you sales sufficient? Many business owners are kind-hearted idealists who set out to change the world …
You’ve already heard the cliche’: People love to buy, but they hate being sold. It’s true.One thing that exacerbates the problem of an already distrustful relationship between a buyer and a seller is the fact that many salespeople use step-by-step systems for selling.While such systems can help the salesperson, up to a point, they don’t …
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