It’s no secret that if you want to build something that can grow and last, you need a solid foundation. What you do before breakfast is the foundation for your entire day. And your day is the foundation for your week. And the week is the foundation for your month. You get the point. Each day matters ...
A wise woman (Jill Konrath) once said, “Nobody cares about your product, service or solution. All they care about is the difference you can make for their organization.” Now that is what I’m talking about! Yet, I am baffled why so many sales reps and sales managers still sell the hard way. Often, it’s because ...
Every organization has the goal to grow; this usually translates into generating more top line revenue every year. The fact is, however, that many employees don’t relate directly to revenue growth. They “look down“. They are solely focused on their immediate job; what they are responsible for and driven to do as defined by their ...
What differentiates a solid sales leader from a highly effective sales leader? Effective sales leaders spend more time and place greater focus on the salesperson’s strengths rather than their weaknesses. These effective leaders: make reps aware of their strengths (some reps have no idea) speak to the rep in very specific terms ask questions learn ...
We now come to the final installment from my eavesdropping on a fascinating conversation—in the after-hours of the first evening of a recent entrepreneurship conference—between Dr. Abraham, a world-weary experienced entrepreneur, and a young, energetic hot venture capitalist named Doug. The first part of the conversation covered the fact that 80 to 90 percent of startups ...
In the past few months I’ve been treating sales calls differently. When my phone rings and it’s some cold-calling junior rep, I’ll actually listen to what he’s asking me. “Is this really his pitch?” I wonder. Too often these calls begin the exact same way, they want to know my top sales objectives or they ...
If you are killing time at work by reading this article I’ll have you know that you are about to acquire some profound knowledge about your very workplace. But first, let’s play a little game together. Look around your office. What do you see? That mix of talented individuals buzzing through your offices might be ...
This is the next installment from my eavesdropping on a fascinating conversation—in the after-hours of the first evening of a recent entrepreneurship conference—between Dr. Abraham, a world-weary experienced entrepreneur, and a young, energetic hot venture capitalist named Doug. The first part of the conversation covered the fact that 80 to 90 percent of startups fail, despite ...
