The fastest way to your next sale isn’t found by simply connecting with a single decision-maker in a targeted organization. There’s a better way. And it’s one that every top-ranked seller I know in the marketplace today employs masterfully in their work.
Despite what we have learned over the past two decades, the workplace bully remains a key problem for leaders and managers. The experts including academics, management consultants and industrial psychologists all report an increase in bullying. And it’s not limited by demographics, tax brackets, or titles: bullying is increasing in cubicles, manufacturing plants, and even executive suites.
…when on the hunt for prospects, beware of the talk trap. Be on your guard when you are shown a wealth of attention matched by lack of substantive answers to your probing questions. Only once you are able to correctly identify a talk trap are you able to take decisive steps to avoid one.
Clients and colleagues have demonstrated a heightened interest in inventory reduction recently despite not yet seeing the full value! Certainly with everyone worried about a potential recession in 2020, they are starting to think about not tying up as much cash in inventory but that is not the 100 pound gorilla. The real question is […]
Leaders with strong personal brands have honed their personal skills to be reliable and trustworthy under pressure. This includes being calm, reasonable and poised. People put their faith in leaders who are a rock in a storm because this represents safety and security.
Today’s buyers see risk everywhere. They want to verify who your company is — and decide in advance if you’re worthy of their business. They don’t have the time or stomach to deal with people they can’t trust.
I’ve worked with and have coached the best sales leaders for nearly twenty years across a wide range of industries. What I’ve learned is performance is a transferable skill. It’s not just a fixed set of qualities or habits that you somehow only get if you strike gold and find yourself with a top-ranked seller on your team. Remember: they reached the top of their profession by learning from others. It’s your job as a manager to ensure that the transferring of skills keep happening.
Product branding is a familiar concept where product identity, reputation and differentiation are promoted. In an ideal world, a product’s image is established in positive ways, and the market is made aware of its presence. While it seems natural to brand products, leaders often don’t recognize how advantageously this principle can be applied to their careers.
This is a constantly changing marketplace! Get serious now about rethinking what SDRs do in your organization. Not only will the staffing choices you make there get noticed by your customers, they’ll also reshape how you continue to grow as an organization.