• Nov 13
    2012
    I’m not one for chain emails, but a while back I received one that was a clever and biting satire of corporate-speak. It described a game called B.S. Bingo, declaring it “the rage with hip organizations everywhere.” The game looked like a traditional BINGO board, but instead of numbers in each square, there were overused business expressions like “not enough bandwidth”, “best of breed”, and “low hanging fruit”. The rules ...
  • Nov 08
    2012
    Ever hear of disciplinary xenophobia? It’s the term coined by Dr. Dennis Benson to describe why different departments of a company don’t get along. According to Dr. Benson, a writer and consultant in Columbus, Ohio, this impacts sales people in a number of ways: Your client might discount other buying centers in the company. Don’t let that discourage you. You might discount other buying centers—don’t let your prejudices (or laziness) ...
  • Nov 07
    2012
    Here’s the simplest way to focus your presentation and make sure you’re on track. Before you present, determine the benefit to your audience by finishing this statement: “At the end of this presentation I want the audience to...” If you want them to know something, you can limit your information to just that. If you want them to do something, let them know what right up front. This is also ...
  • Nov 06
    2012
    Being that it’s an important election month, I’ve been thinking about what it means to be a great leader. There are probably thousands of definitions of leadership, but the one that resonates for me is that a great leader has the ability to inspire others to change. Unfortunately, some leaders either lose sight of that objective or simply don’t have the skills to inspire with words when they speak to ...
  • Nov 01
    2012
    How do you catch lobsters? Put the trap on the sea floor, put bait in it, and wait. The lobsters innocently crawl in, but can't get out. This is the same trap in which sales people sometimes find themselves. All sales professionals have fallen into the "lobster pot" at one time or another. Often we've said we can deliver something by a certain date, only to discover additional customer expectations ...
  • Oct 31
    2012
    Have you ever wondered why some people never seem to "get" your jokes? It could be they are actually not physically able to process sarcasm. A recent study at the University of Haifa in Israel used high-tech scanning equipment to track what happens in the brain when people were presented with sarcastic statements, such as "Hey Joe, don't work too hard", said to Joe when he was obviously relaxing. Some ...
  • Oct 30
    2012
    In a recent blog post about how to best handle “hand-me-down” customers, I made a suggestion for which an astute reader took me to task. I said that when taking over another rep’s accounts to tell customers that you would reexamine their pricing. Ann disagreed and she let me know why. She had a very valid point, and I told her so. I also explained my position further so she ...
  • Oct 25
    2012
    Sales is a hot profession once again! Recruiters say demand from their customers to find good sales professionals is increasing. Let's look at the skills recruiters look for in a candidate, because our customers are probably looking for the same things: Intelligence Integrity Flexibility Communication skills Business acumen Time management When talking to a hiring manager or recruiter, you should be able to say you possess these traits, and also ...