• Mar 31
    2016
    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) ...
  • Mar 29
    2016
    At a recent Fox News debate, presidential candidate Donald Trump briefly described his model of leadership: "I’m a leader. I’m a leader. I’ve always been a leader. I’ve never had any problem leading people. If I say do it, they’re going to do it. That’s what leadership is all about." The one thing to admire in this is the simple vigor of the language. As for the meaning contained in ...
  • Mar 21
    2016
    You probably know the big secret of being a great conversationalist - show interest in your conversational partner. That's just common sense. But here are five specific techniques for doing that. They can make your conversation more engaging for your partner and more interesting for you. 1. Ask open questions. Ask your partner questions, but take care not to elicit short answers. With a closed question, you usually know how ...
  • Mar 17
    2016
    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 trap" at one time or another. Often we've said we can deliver something by a certain date, only to discover additional customer expectations ...
  • Mar 15
    2016
    What's the difference between management and leadership? We know, almost instinctively, that leaders are more rare than managers and that they can also be far more effective, particularly in the case of a crisis. You can have a rewarding and fulfilling career as a professional manager, but you can change the world as a leader. Effective managers get people to perform at the level that’s needed. Great leaders get them ...
  • Mar 10
    2016
    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 ...
  • Mar 09
    2016
    Spring is right around the corner and Spring is a big time for trade shows. How do you present effectively to noisy crowds of people as they hurry from one exhibit to the next? If you're presenting one-on-one: Try taking the person deeper into the booth, out of the way of traffic Since time is limited, determine the person's main interests. Target your presentation, instead of giving a "canned" features ...
  • Mar 03
    2016
    Every sales manager has to make the decision to choose the experienced sales person or the person with deep industry or category knowledge. While we can't make that call for you, there are advantages and disadvantages to each: Sales Experience Know that selling is hard work and aren't easily discouraged Feel they can sell anything to anybody; this can have positive and negative results Rely on subject matter experts for ...