The How of Heart
I recently purchased dysfunctional products/services from three vendors who were unwilling to go outside company rules to fix the problems they caused.
Category: Change management
DOing vs. BEing: creating rules that put customers first
I recently purchased dysfunctional products/services from three vendors who were unwilling to go outside company rules to fix the problems they caused.
Prospects Aren’t Always Prospects
As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not true or we’d be closing a lot more business and wasting a lot less time following the wrong prospects. Just because we see a need does not mean they A. want it resolved, B. want…
Hey Mr. Sales Director, George Trachilis is NOT nuts. Are you nuts?
One of your prime objectives as a sales director is to get your teams out of their inbox and in front of the customer as much as possible. I’m not knocking the importance of email, I’m just saying that you probably see a huge benefit to having your teams managing their inboxes at twice their…
Meetings: The Purpose, The Pain, The Possibility
As business folk, we hold meetings regularly. Yet often we don’t accomplish what we set out to achieve. Why? The Purpose Meetings are held to accomplish a specific, beneficial outcome requiring the attendance of the right people with the right agenda. The Problem/Pain Often we end up with miscommunication, wasted time, incomplete outcomes, misunderstanding, lack…
Is this you?
I’ve seen Hector (not his real name) wheeling his cart around Barcelona a few times. It’s massive. It must be extremely difficult to maneuver. One day I went up to him asked him if he really needed all of those things. He actually articulated an impressive defense. Does that remind you of anyone you know?…
Most salespeople completely blow their first newbiz meeting – including you
You land a meeting with a prospect that you’ve been researching for quite some time. Then you make the same mistake that most sales people make: you book an hour-long meeting at her office. What’s wrong with that? Plenty. The chances of converting that meeting into a sale are quite slim at this point. So…
8 strategy questions every CEO should ask
With 300+ likes and 1K shares, the strategy article 8 things every leader should know about strategy somehow struck a nerve. But as many readers pointed out correctly, it’s one thing to know what strategy is all about, but it’s another to get out there and come up with one. As you will probably agree, there is…
How my small company cut in half our $3.2 million dollar inbox expense in just 12 minutes!
OK, I have a small company of only 200 employees, so $3.2 million is nothing. But imagine a company of 2,000 employees that spend 2 hrs. per day on email with an average annual salary of $70,000. That would mean that they spend OVER HALF A MILLION DOLLARS PER DAY managing email. Since we…
8 Good Habits For 2015
Change = changing habits If you want to change anything about yourself, it will require changing one or more habits, and since developing or stopping or changing a habit is so darn difficult, it’s best to focus on one particular habit at a time. Since it is so hard to do this, you will need…