In a series of studies published in the Journal of Public Research, “people chose to complete tasks that had very short completion deadlines, even in situations in which tasks with less pressing deadlines were just as easy and promised a bigger reward.” Unfortunately, this human nature tendency can sometimes create bigger problems over time. For […]
Author: wpusername1602
Build On Strengths to Build Confidence & Consistency
Sales and business development often depend as much on confidence and consistency as on technical skills. One way to become more confident and consistent is to build on strengths when developing or refining our skills. Consider the following: Magic Ingredients?Confidence plays a major role when interacting with others. It can serve as a critical multiplier […]
Harder Questions?
Gretchen Gordon, founder of Braveheart Sales Performance once wrote, “The harder the questions, the easier the sale.” So true! Gordon also cited an Objective Management Group study indicating only 11% of salespeople ask the most important question when necessary. So disappointing! Gordon attributes a “loss of emotional discipline” or too much concern over being likable as root causes […]
Managing Referral Source Relationships
For many businesses, referrals are among the most valuable sources of new opportunities. Yet, executives often underestimate the importance of deliberately managing referral source relationships. These connections—whether with clients, peers, professional partners, or industry influencers—can significantly shape business growth when nurtured strategically. 1. Recognize Referral Sources as PartnersReferral sources are not just contacts; they are […]
Key Accounts & Long-term Sales Growth
Many business owners, managers and salespeople tell us that eighty percent of their business comes from twenty percent of their customers. The Pareto principle… Whether this perspective accurately describes your business situation or not, it is still likely that some concentrated percentage of your customer base generates the majority of your sales revenue. Similarly, some […]
The 5 “I’s” in Team
The business world has begun to see the deep connection between employee engagement and customer experience, productivity and profit. Simply stated, highly-engaged employees try harder and tend to drive business results! They are twice as likely to work after their shift ends, twice as likely to do something good for the company that is unexpected […]
You Gotta Believe!
Frank Edwin “Tug” McGraw Jr. was a Major League Baseball relief pitcher and the father of country music singer Tim McGraw. He is likely best remembered for two things – recording the final out, via a strikeout, in the 1980 World Series, bringing the Philadelphia Phillies their first world championship, and his pithy quote referenced […]
Closing v. Trial Closing
Closing the sale is a skill we’re asked about frequently – and one surrounded by a great deal of mystery. One area of confusion that can, when demystified, result in a healthy increase in closing rates, is the difference between “closing” and “trial closing.” Closing is the act of seeking a decision, usually through the […]
Attributes of the Best-Run Companies
Each year the Wall Street Journal publishes the Drucker Institute’s annual list of the 250 best-managed companies in America. Earlier this year the top 5 were Apple, Nvidia, Microsoft, Intel, and Mastercard Inc A – you can see more regarding the list here. What might surprise you, however, is the list of attributes or criteria that is used […]
A Four-Letter Word That is a Common Trait of the Most Successful!
In a most compelling TED Talk, Angela Lee Duckworth, a management consultant turned teacher turned psychologist, shares her research on the common thread among successful people – students and adults. The common trait, she explained, is GRIT. Grit is the power of passion and perseverance, she explains. “Grit is passion and perseverance for very long […]
How to Share Difficult Messages in a Brain Friendly Way
A recent Gallup study found that only 26% of the U.S. workforce strongly agreed that the feedback they get from managers or supervisors helps them to improve their work. Clearly, and as most people agree, giving or gaining feedback can be difficult. Further research indicates there are two primary reasons for the difficulty, which can […]
Performance Management: An Everyday Job
A strategically balanced performance management plan is the key to consistently effective leadership, especially when direct reports have responsibility for business development or organizational growth. The most successful approach not only enables managers to identify opportunities for execution and improvement based on analyzing past activities and outcomes, but to also identify preemptive action steps and […]