https://vimeo.com/manage/videos/560071129 What are SMART goals? By making sure the goals you set are aligned with the five SMART criteria (Specific, Measurable, Attainable, Relevant, and Time-Frame), you have an anchor on which to base all of your focus and decision-making. Yes, I am sure you have heard of SMART goals. It was brilliant at the time! It still is.
What does Sully Sullenberger and SALES PROCESS have in common? Sales Process and Miracle on the Hudson I thought about when we had the Miracle on the Hudson in New York and that plane went down. When they interviewed Sully the hero of the day really what he said as humble as he is.He said,
Sales Management Training in sales management is something that, unfortunately, many organizations overlook. Sales leadership is so often misunderstood. What happens is the best salesperson will get a promotion to the sales manager. The problem with this common situation is that an individual contributor, and leading and coaching others to perform at high levels requires
Don’ take shortcuts! The old adage of, “listen for a buying sign, then try to close is VERY old school! Don’t take shortcuts in sales. The idea today is to truly listen to the prospect but really listen in between the lines! What does that mean? Find the WHY’s. What are the reasons for their
Unfortunately, too many businesses are currently caught up in the trap of being too focused on short-term cost-saving measures, rather than looking at the big picture and investing in their business. So, most organzationsare not putting their sales staff through a disciplined and strategically focused training program. Today, they have to know exactly what
People will pay more if it is “their” idea to do so. This means asking enough good questions to understand not only what they need or even what they want but what affect if will have on them, their business etc if they buy your product or service. It is all about the whys.
The worst seems to be over but our economy is, inevitably, cyclical. Like the rest of us, it has its ups and downs. Yet, when we are in a down cycle, do you get nervous about the economy? And do other factors external to your industry, including world events (such as elections for example) cause
Logan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work he needed to finish before the end of the day. Then, he got a call from Tony, a prospect who introduced himself by saying: “I’ve heard great things about your engineering
Well it’s the love season! Valentines day is around the corner and love is in the air. What would you say to a friend who said he met a great girl and after 2 dates he was going to ask her to marry him. Though I don’t actually know your answer I am guessing most of
Ryan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and had gotten behind on work that he needed to finish before the end of the day. Then he got a call from Wayne, a prospect who introduced himself by saying, “I’ve heard great things