or Beyond Bullet Points by Cliff Atkinson (see: beyond bullet points) … I remember the overhead projector and transparencies of the 70’s. And, I remember presenters who loved their transparencies – talking to them – expressing their content. These presenters never saw the folks who slept though their work…
If you look up the word “strategy” in various dictionaries, you find military terms like conducting, devising, or developing campaigns (or wars) to achieve a goal. Squad leaders gather to decide approaches, methods, and lines of attack designed to win. They spend much time planning a strategy and reviewing the results after the strategy is…
Years ago I enjoyed many days and afternoons fishing with my Grandfather. He was a Scotch Irishman, who, up into his 70’s was a master carpenter, real estate salesman, business owner, … well you get the picture – an entrepreneur. And, he loved to fish – especially with me. I remember a particular day that…
Do you want to make a quantum leap in sales performance? Of course you do. However, many people use words like ‘quantum leap’ as a cliché – as an empty promise. And, there are lots of clichés. Let’s go to the next level! … to the next generation! How do you increase performance beyond the…
Legacies are the impact of traditions on today’s world … left behind by people who struggled to meet standards for the benefit of others. Sometimes people lower their standards without a fight … and, they build new traditions that leave a poor legacy for those who follow. Leaders often set the standards for future traditons…
Great coaches and teams of people put their very best into what they do. Standards, performance norms or accepted levels of behaviors emerge out of their fight for greatness. The emerging standards, produced from great thought and toil, define the limits of minimal and great performance. For sales teams, these standards include: Where to Set…
I’m a field rep and I love the idea of independence and an income opportunity without a ceiling. I do see the possibilities, but I also feel a challenge to its accomplishment. What challenge? It’s not really time management. No. I think it’s self-management. In the beginning, I’m completing new employee paperwork, learning product information,…
Social Confidence is trait #3 of four personality traits that affect the achievement drive of great salespeople. People endowed with this trait can naturally and without stress interact with people. This helps them gain power throughout the sales cycle. In simplistic terms, salespeople need to … 1. Find prospects 2. Set appointments, and 3. Close sales And,…
Salespeople remain relevant to a buyer depending upon how well they practice the consultative sales process. In theory, a sales conversation “can be” 100% relevant if the steps below are practiced perfectly. But, tada! That’s why we practice in sports and in sales … to keep striving for greatness. First, how does a salesperson remain…
Today, It was my privilege to interview a seasoned veteran for a new sales job. As I listened to his answers to my rather “structured interview,” I began to learn – to hear the wisdom of dedicated years … … and, I was reminded. Wisdom resides mostly with those who have tried several doors in a…