How to change people’s behaviorI have been traveling the past week while also preparing to present at the 2011 Senior Sales Executive Conference. My topic is, “Driving Collaboration and Effective Change Initiatives.” I have been using Tom Kelley’s Advice and thinking like a traveler. When we travel, we open our eyes and see things we may not usually see. I was looking for signs of people driving change. Read more
Winning in nothing but underwareAnyone responsible for selling something, whether it’s a product, service or idea, has a competitive streak. The will to win drives us to rethink our strategies and try different approaches. When one method fails, we try another. It was no different for John Edgar. In 1948 he wanted to own the fastest motorcycle on earth. Read more
How to sell – identify the customer’s currencyWhile reading an article this week about the East Bay Homemade Food Swap, I was reminded how we all have our own currency. Whether certain foods or a yearning for a vacation in the mountains, when you learn someone’s personal currency, you can get the customer’s attention. Read more
Each week, the Fast Track Tools training company and the Cubicle Ninjas design firm work together to publish a template that makes it easier for you to communicate your ideas. This week we bring you a template to help communicate the information, facts and stats that can leak out during a project, analysis or event. Read more
Top five practices of exemplary leadership“Describe a time when you were at your best as a leader.” That was the first assignment we received from Barry Possner, co-author of The Leadership Challenge, at a recent leadership workshop. It set the foundation for a rich conversation about how leadership is personal and reinforced the need to create a relationship if you want to entice others to want to follow you. Read more
New Sales Enablement Ideas – SAVO’s AMPs, Part 7 – Customer Focused ContentYour brand is the key to your success; it’s what differentiates your organization from your competitors. It’s critical for all customer-facing employees to project the brand your organization has worked so hard to establish; everyone must consistently deliver the same message. Yet, it is crucial for your sellers to be able to customize and target messages based on specific selling situations. Read more
Making business planning as much fun as summer vacationFor the past few weeks I have been planning our summer vacation. I somehow, against her better judgment, convinced my wife to join me (with our two dogs) for a month-long RV trip throughout the western U.S. The planning process shed some new light on how to approach business planning with the same vigor and excitement. Read more
How to introduce humor in public speaking, part 2In the last post, I shared some tips to help you get your presentation off to a good start via humor. When your audience laughs, they may have a tendency to see things your way. At the very least, if you can keep them amused, they won’t fall asleep! In this post, tips #5 – 10! Read more
How to introduce humor in public speaking, part 1President Barack Obama exacted his revenge last weekend after weeks of attacks from his would-be Republican challenger Donald Trump, joking that the billionaire businessman could bring change to the White House, transforming it from a stately mansion into a tacky casino with a whirlpool in the garden. Read more
How to find the right sales coachThe Sales Playbook is one of my favorite topics. So, when the Corporate Executive Board and their Sales Executive Council (SEC) announced their most recent research was entitled Rewriting the Playbook, How High Performers Win the Consensus-Based Sale, I was one of the first to register for the event highlighting their findings. Read more