Three Sales Habits That Close More Business
por Colleen Stanley na Sales and Marketing
Websters dictionary defines the word habit as something that a person does in a regular and repeated way. After working with salespeople for over 20 years, I found the key differentiator between average salespeople and stellar salespeople is their daily habits.
The OODA Loop - A Decision Model That Gives You an Unfair Advantage
por Paul Christiansen na Business Planning and Strategy
John Boyd was an Air Force fighter pilot during the Korean War. He became known as "40 second Boyd" for his legendary prowess in the air. He had a standing bet with any fighter pilot who dared take him on, wherein he would allow an opponent to assume an offensive position directly on his 6 and within 40 seconds he would be on the opponents 6 in a firing position - he never lost his bet.
Wouldnt it be amazing to have this kind of unfair advantage in business?
Investing For Fun
por Richard Fogg na General and Miscellaneous
After 16 years guiding individuals, families, and business investment strategies, Ive discovered some investors think it makes sense for them to invest in a company because they like the products or services it offers.
This thought often stems from their familiarity with the famous investment principle of legendary fund manager Peter Lynch. Lynch advised to Invest in what you know, and doing so MAY make sense. After all, it can be fun and interesting to track the ups and downs of a company that makes or provides something you love.
CMOs Are From Mars, CEOs Are From Venus. What Planet Are You From?
por Lisa Nirell na Sales and Marketing
What is your current relationship with your CEO? Do you feel like a fish out of water, or are you swimming in the same direction?
If you responded fish, you are not alone. When it comes to conversations with the CEO, marketing leaders often speak Greek.
10 Common Mistakes Managers Make
por Gary Harvey na Management and Leadership
In a perfect world, managers are hopefully also leaders. Knowing how to inspire, motivate, coach and hold people accountable for their behaviors is the foundation for improving. For instance, coming from the world Im in of training salespeople and managers, promoting a top-producing salesperson to the sales manager position might seem logical, but without the skills and regular management training, the top sales producer can become a disastrous sales manager.
The Top Three Reasons Prospecting Fails
por Colleen Stanley na Sales and Marketing
Sales managers are conducting sales pipeline reviews only to discover there isnt enough in the pipeline to achieve the numbers necessary for fourth quarter results. The pipeline is either half-full or full of unqualified opportunities.
The Neuroscience of Leadership and Employee Engagement
por Michelle M. Smith na Leadership
Getting employee engagement right has always been a mixture of art and science. There are research studies, models and frameworks that are crucial to operationalizing engagement initiatives, but when dealing with the beautiful complexities of human nature, we can't underestimate the importance of the nuanced artistic touches needed to make those initiatives really click.
Stop Insulting Your Audience!
por John Bates na Personal Growth and Development
In baseball you get three strikes. In public speaking, you dont even get one. You set the tone and the audience decides whether theyre going to pay attention within seconds. If you dont have them enthralled immediately, your message will languish.
The Canterbury Sales®
por Andy Gole na Sales and Marketing
The story is familiar enough a company with a successful offering enjoys rapid growth then hits a brick wall. What happened? Could there be a selling system design error?
Many companies seek the comfort of this familiar three-legged selling stool: Strategy to drive sales, Market knowledge, and Product knowledge. But what's missing is...
por David Chancellor na Business Planning and Strategy
There was a time when succession planning was something only companies large enough to employ thousands of people did as part of an overall management development strategy. Since then screeds have been written on the evolution of succession planning, most of which points to the need for organisations to plan for the inevitable loss of key staff, irrespective of their seniority.
Strategies: Building trust in a skeptical world
por Colleen Stanley na Management and Leadership
We live in an Information Age and bad news is everywhere. There are stories about wealth managers embezzling clients money, corporate America not looking out for shareholders and the government overstepping boundaries.
The Five Most Persuasive Words in the English Language
por Gregory Ciotti na Sales and Marketing
When it comes to assembling persuasive copy, like any other construction job, you need to rely on your skills, experience, and toolbox. The toolbox of the writer is filled with words.
In defining what I believe is a critical element of crafting effective copy, Ill make my case by amending the famous quote from Animal Farm: All words are equal, but some words are more equal than others.
Building Trust: The Key to Success
por Ken Blanchard na Strategy and Planning
When it comes to characteristics that predict long-term success in business, one quality trumps just about every other: trustworthiness. Sure, skills are important, as are knowledge and a good work ethic. Yet the key factor in creating a strong network of clients, customers, employees, suppliers, and associates is the ability to build trusting relationships.
Send in the Clowns
por Seth Godin na Human Resources and Personnel Management
Getting called a clown is rarely a compliment. Unless you want to join the circus, it's not much of a career goal, either. In addition to the obvious--bad makeup and ill-fitting shoes--all clowns have a surprising amount in common. This is because of a simple truth: Clowns are based on us. They embody what's wrong with human nature, just magnified a bit.
3 Core Capabilities for Privacy Adherence
por Dale Renner na Technology
Where does the responsibility lie for customers' privacy in terms of data used for marketing?
While customers have responsibility for deciding what information they provide to companies, the responsibility for protecting that data lies squarely with the company collecting and using the information. Once data is given, customers don't have the power to ensure privacy adherence. And if one does not possess the power to ensure adherence then certainly, one cannot have the responsibility for that adherence.
The Secret Innovation Weapon For Mature Markets
por Lisa Nirell na Sales and Marketing
Few people care to reflect back on the financial crisis of 2008.
Adam Reinebach, the EVP of Marketing Solutions and Circulation for SourceMedia, needed to act fast as the crisis languished another two years. SourceMedia provides a portfolio of subscription services, research, custom media, and conferences to the nations top banks. This includes the enduring American Banker publication.
Presentation Self Awareness: The Top Five Blind Spots for Speakers
por Barbara Busey na Event Marketing
So, are you a pretty good presenter? Youve got a good bit of experience and feel pretty comfortable about it? I see seasoned and comfortable presenters a lot in my training and coaching practiceand so many think theyre as good as they can be. They have no self-awareness when it comes to their opportunities for improvement. So I want to examine five common speaker blind spots and provide strategies for opening your eyes to your impact!
Is Your Concubine Covered by Your Health Insurance?
por Melissa Burkhart na Human Resources and Personnel Management
So did I get your attention?
No, this was not my error. However, it was an error I found in translated benefits material provided by a major broker, involving major carriers. It was distributed to the Spanish-speaking employees of a major employer, none of whom brought it to the companys attention, although they were majorly amused.
Overcoming The Marketing-Sales Turf War: Six Strategies To Integration
por Christine Moorman na Sales and Marketing
Marketing needs sales and sales needs marketing. Unfortunately, need does not equate to a successful partnership between the two groups. Conflict and distrust are more common. Such a dynamic can hurt the bottom line, especially in companies that use sales groups to interface with their customers. The CMO Survey® asked top marketers to describe how their companies structure the marketing-sales relationship.
The Seven Nodes of Succes
por Greg Pashke na Strategy and Planning
Are you running your business or is your business running you?
If you feel it's time to regain control, you might want to review this list of the seven interwoven characteristics of superior organizations. Its a short but powerful list along with some thought provoking questions to focus your attention.
Nancy J. Zavada,