Habits play a significant role in shaping our lives. Whether it’s maintaining a healthy lifestyle, achieving professional or sales success, or nurturing positive relationships, the power of habits cannot be underestimated. In fact, Aristotle claimed that ninety-five percent of everything we do is a result of habit! But forming good habits is a challenging process […]
Author: Paul Donehue
How am I Doing, Boss?
How important is it for leaders to provide regular feedback to team members? I think we all know the answer – it’s vitally important! Yet a surprising percentage of people say they don’t get enough feedback, negative or positive! Consider the following excerpt from an article published by thoughtLEADERS,LLC: “If you are a manager, the […]
An Often Overlooked Management Tool
If you serve in a leadership role and would like to have a positive impact on team members and also foster productive working relationships, scheduling regular one-on-one meetings is an often-overlooked best practice that can help! While many managers say they interact with their direct reports as a natural part of operating their business, experts […]
Connecting With Prospects Faster
In a recent article published by LinkedSelling, the question was posed, “How can you take a cold prospect, reach out to them, connect with them in a way that engages them, and offer them value so they see you as a resource & authority?” A good question for many of us… and, interestingly, the simple answer […]
Why Football Teams Practice
Football season is in full swing, so we thought we’d align this post by taking some advice about getting back to basics from the National Football League. We all know that football teams practice a lot – according to the NFL, six days per week. Activities include reviewing game tapes, playbooks, and on-field six-plus hour […]
The Power of Storytelling
While we have shared content on this topic in the past, we recently came across a most compelling article published by Forbes in which author Candice Georgiadis reaffirms our findings very nicely. “At its core, storytelling refers to the art of crafting narratives that capture the essence of your brand and appeal to your audience. It also […]
Could a Past Marketing Perspective Be the Secret to Success Today?
In a recent article published on LinkedIn, Bruce Bolger, President of the Enterprise Engagement Alliance, shares some interesting data and perspective on a past marketing strategy that he suggests is primarily overlooked today. “In the late 1990s, the concept of one-to-one and permission marketing were born with great promise,” Bolger writes. “Yet, the current dominant approach […]
Staying in Touch with Your Marketplace
Business development is a process rather than a one-time event. It requires a long-term perspective and the key activity for achieving success is follow-up – i.e., staying in regular contact with customers, prospects, and influencers/referral sources. We have observed that most people fail to follow-up with sufficient frequency or with a value-added purpose. Frequency guidelines:If […]
If You Aim at Nothing
The late Zig Ziglar was often quoted as saying, “If you aim at nothing, you’ll hit it every time.” True words for sure! Mr. Ziglar’s wisdom can be applied to much in life and to sales calls as well. For example, consider the following perspective on setting our aim on key objectives for sales calls […]
How to Differentiate
Not long ago, a survey done by Boston’s Rain Group indicated that most buyers found it highly influential when a seller could differentiate themselves and their organization from others. Unfortunately, only about 1 out of 5 sellers polled in the same survey rated that skill as one at which they were highly proficient! Granted, it […]
Leveraging Your Brand for Accelerated Growth!
Selling and marketing are the key processes for maintaining business growth. But while these processes are familiar ones, their definitions are often blurry and, in some cases, the two concepts are considered to be one and the same! However, they are distinct and it’s important for organizational leaders and personnel to maintain an understanding of […]