A Best Practice Recruiting System For Salespeople
“Yes, we’ll meet our numbers, It’s my job.“ That’s what Jack Plating, a President with Verizon, once told me in response to my end-of-the-year question, “Are you going to meet…
Prospecting Like A Machine
When your peers watch you, they see you prospect like a machine. Nothing stops you from the hunt. As a result, prospecting consistency smoothes out the hills and the valleys…
Commitment
This is where it begins. With goals and standards. With clear job descriptions. With a push the boat off from shore – do not look back decision – about what…
Hope
Great coaches believe the individual will win and the team will win. What they do and say, when behind or ahead of goal, whether near defeat or after a loss,…
Passion
How do great coaches go about their work? With passion – with energy. You can look at them and see the working spirit of committed hope. You can see the…
Powerpoints That KILL Or SELL
or Beyond Bullet Points by Cliff Atkinson (see: beyond bullet points) … I remember the overhead projector and transparencies of the 70’s. And, I…
Working Strategies To Win Major Accounts
If you look up the word “strategy” in various dictionaries, you find military terms like conducting, devising, or developing campaigns (or wars) to achieve a goal. Squad leaders gather to…
“You’ve Got To Learn To Hold Your Mouth Right”
Years ago I enjoyed many days and afternoons fishing with my Grandfather. He was a Scotch Irishman, who, up into his 70’s was a master carpenter, real estate salesman, business…
A Leap In Sales Performance
Do you want to make a quantum leap in sales performance? Of course you do. However, many people use words like ‘quantum leap’ as a cliché – as an empty…
Standards Build Traditions – Traditions Build Legacies
Legacies are the impact of traditions on today’s world … left behind by people who struggled to meet standards for the benefit of others. Sometimes people lower their standards without…