Whatever you do in this life, do it to the best of your ability. Whether you are in school, running for president, playing a game, or working on something, do it in a quality way. Don’t be someone who just does something to get by, or is waiting to clock out. Be at the top [...]
I grabbed some information on a fundamental event for success. It surprised me that Wikipedia actually makes the correlation between the military and business use of this process. I have yet to work for a company that puts these into place on any regular basis. As a sales professional you should put this to use [...]
Dave Cheong is another blogger that is working his was to entrepreneurship I was surfing through his past posts and I came across a headline that caught my eye and wanted to share it with all of you. I saw 10 R’s to Apply if you want to Succeed and thought ‘WTF’ and had to [...]
You’ve hired them. Now how can you keep them around?
By Cam Marston Things aren’t always what they seem. If I could give you one bit of advice on dealing with the latest generation of employees to come under your management, it would be to remember those words…things aren’t always what they seem. [...]
The Top 12 Presentation Mistakes
Mistake #1: Overlooking “Murphy”
If it can go wrong, it will go wrong. This mistake basically means that you walk into the room where you’re going to present and something is wrong. LeRoux tells a story about a multimillion-dollar sales presentation to which “Murphy” paid a visit—in the form of missing [...]
We use e-mail every day, but how many of us really know how to write a good e-mail? You’ll lose a lot in translation if you aren’t careful. The new book Send is the Elements of Style for e-mail. Here are some tips to keep your e-mail communication accurate.
1. Subject lines Don’t leave them [...]
Building lasting business relationships and effectively marketing your brand is important to maintaining a loyal client base. But with so many new communication media out there, your company will never reach its full growth potential if you rely on a single lead-generation technique. That’s why most of today’s fastest growing b-to-b companies have a complete [...]
Got a prospect list a mile long? That’s great, unless 80 percent of them are duds. Mike Schultz, principal at Wellesley Hills Group, a management and marketing consultancy in Framingham, Mass., offers tips on making tired lists more effective:
Consider Contacts
For starters, Schultz says, you should ask yourself if a prospect is even likely [...]
By John Boe
I believe that the great NFL Hall of Fame coach, Vince Lombardi, had it right when he said, “The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.”
Do you agree with Lombardi or are you the type of [...]
By Holly Dolezalek
Is PowerPoint evil? The jury’s still out on that. But an Australian study suggests that it is being used in the most ineffective way possible.
A study at the University of New South Wales in Australia has revealed that the common practice of showing the same words on-screen that are being [...]
By Jacques Werth
Sales managers fail for two primary reasons:
1. They don’t know how to manage their people
2. They don’t rigorously implement effective selling processes.
Just as an engineering manager needs to be a pretty competent engineer, a sales manager needs to be a pretty competent salesperson. In both cases, however, their [...]
“We feel like we’re a farm team for our competitors.”
That’s how a sales manager described his turnover problem to Al Rainaldi, executive vice president of Profiles International, a global human resources consulting firm in Waco, Texas. Competitors poached the manager’s team so frequently that the company ended up hiring 4,000 salespeople a year to maintain [...]
By Michele Marchetti
Effective communication is an underrated sales tool. Get your salespeople to stop talking and start listening, and buyers will view these brand representatives as anomalies in an increasingly crowded marketplace.
If this sounds like a lesson for beginners, think again. Triax Pharmaceuticals launched two years ago on the premise of providing [...]
“This year, I’m going to get that raise.”
“I will get my desk organized once and for all.”
“I’ll have better work/life balance.”
“I’ll start that business I’ve always dreamed about.”
At some point we’ve all vowed to make some big change—similar to the resolutions above. But by the time the rosy blush [...]
How do you motivate others? Should you even try? We’ve all had leaders who have decided that their employees need to be motivated, so they step in with emotional speeches, cute plaques, or possibly stringent reminders that our jobs are at risk—and all we can think is, “Hey, I’m motivated; just leave me alone so [...]
When it comes to landing the big deal, many sales organizations have a blind spot. The “Miller Heiman 2007 Best Sales Practices” study unearths this common flaw. Too many companies chase every possibility without knowing when to say when.
“The dictum of ‘No RFP shall go unanswered’ is not a good idea,” says Sam [...]
Employees slumped in their chairs, IM’ing instead of working? In case your office is more chat room than workplace these days, Alex Somos, co-founder of Guelph, Ontario, Canada-based consultancy Juice Inc. has some ideas:
Employees need to understand an organization’s measurable objectives, Somos points out. Once they grasp those goals, your leaders will be able to [...]
Motivation is not enough. If you motivate an idiot, all you have is a motivated idiot.
Education alone is not enough either. Many “educated” individuals achieve very little on or off the job. They know what to do, and they know how to do it. The problem is they’re not motivated enough to do much [...]
Avoid Getting Your E-mails Deleted From the E-Business Newsletter
It’s easy to fall into bad e-mailing habits because the whole format can begin to feel casual. By now everyone knows to avoid writing in all caps and using emoticons, but people often make the mistake of shooting off overly chummy professional e-mails [...]
When it comes to leadership bench strength, some company benches are dangerously light. These companies, from large corporations to small and mid-sized businesses, lack the talent needed to sustain or grow the business beyond its current level.
Some companies have depended on the same leaders for years without developing new leaders. Other companies have [...]
