People often use the words nice and kind interchangeably to describe a good, helpful, friendly person. But even though these two words share similarities, not only do they not mean the same thing, but they’re not even synonymous! What differentiates the two is their underlying motivations and long-term effects.Some managers pride themselves on being nice. They are approachable, friendly, and […]
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Call a Lot of People!
Arthur “Red” Motley was known for his conciseness and, true to form, each section of his famous definition of the sales process says a great deal in only a few words: “Know your customer, know your product; call a lot of people, ask all to buy.” Today’s focus is on the third component of the […]
What’s Your Story?
Stories can be an incredibly powerful way to get a message across and to more fully engage an audience during the selling process or in various components of business development or management. They can be incorporated into presentations, case studies, press releases, direct marketing, testimonials, advertising copy, sales brochures, Web copy, and even instruction manuals. […]
AI: Your Business Development Partner?
It has been most interesting to learn about the different ways people are putting Artificial Intelligence (AI) to use as a business development tool or, possibly, partner! Consider that AI can help us to work “smarter” rather than just harder and can serve as a practical, on-demand assistant that strengthens business development efforts by improving […]
7 Ingredients to Balanced Presentations
The best sales presentations contain the right mix of information flow and interactivity, and are uniquely balanced to best fit audience interests, needs and priorities. Based on data from numerous sources, including Gallup and the Rain Group, too many presentations are feature rich and benefit poor. Many others lack interactivity and some are missing a […]
Business Development Urgency?
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 […]
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 […]