Does it bother you when prospects treat your specialized products, and services like a commodity? Are you tired of having to discount deals to win competitive situations? Salespeople generally don’t like talking about these things because it really hurts their pride—and deep down, it even makes them question the purpose of their existence, professionally speaking. For … Read more
Now that more traditional networking is happening again, some of you—OK, some of us—have been out of practice when it comes to effectively networking. Because connections are key to our community of sharing in life, and business, it is important we get back in the groove as quickly, and confidently, as possible. Since there’s no … Read more
Well, here we are … The year is already halfway “in the books” and, if you’re like most business owners and sales professionals, you likely fall into one of three categories: • You’re having a great year so far and you, and your team, are really making it happen. • You’re not where you’d like … Read more
Previously, we’ve explored various key performance indicators and their respective value as tools for effectively managing your business and increasing profits. Today, we’ll review those KPIs and leave you with some next steps for using them. In the initial article for this series, we began with the importance of having a strategic plan. It’s important … Read more
You get them—business emails, some you want, some you don’t, some you subscribe to and some that are spamming you. And you write them—business emails, some that people want and some they don’t want. What’s the secret to making yours most welcomed and read? Have empathy and care in how you craft your emails. Yes, … Read more
Whether you are new in your role as a director of sales, or sales manager, or fancy yourself as an “old hand,” at my company, we believe there are five important skills a sales leader should develop over time to be successful: Be engaged. As the leader of your team, you’ve got to be engaged … Read more
People can be difficult. Situations can be difficult. Relationships can be difficult. You can be difficult. While “difficult” is not typically on anyone’s to-do list for any given day, difficult conversations are likely to occur when we are leading, and aren’t we all leading in the way we think, act, speak and respond to others? … Read more
If you’ve been keeping up with this column, you may have noticed a theme: the fact that it’s never a bad idea to “get back to the basics” and constantly hone your skills in an ever-demanding business development environment. For many professional sellers, the concepts, and ideas, to which they regularly adhere have been refined … Read more
To fully address mental illness today you must talk about the stigma associated with it. Stigma has a profound impact on the lives of so many and their decisions about taking care of their mental health. A stigma is defined as a mark of disgrace associated with a particular circumstance, quality or person. The consequences … Read more
It’s true—tone and body language affect our interpretation of what is being said or shared. So, the words are skewed by the mood, as I like to say. Not ever, though, is a note, an email, a text, letter, announcement or instant message ever received in exactly the same time, mindset and energy that it … Read more
