“Deep within humans dwell those slumbering powers; powers that would astonish them, that they never dreamed of possessing; forces that would revolutionize their lives if aroused and put into action.” Orison Marden It’s 9:01 a.m. Pacific Standard Time, Friday, May 18, 2001. I am writing this on an Air Canada plane flying from Toronto to…
$948.00 was the annual dollar value of each person in your work email address book according to a recent IBM study published in the Winter Information Systems Conference in February 2009. In other words, this means that every contact in your database has the potential of making you at least $948.00!
The winds of change are impacting the sales profession. These changes are being brought about, for the most part, by the changes that are occurring in the buying arena. Unlike selling which is a full-contact sport, buying has moved to being a non-contact sport for many things. The Internet and other media have replaced the…
So much is changing in our economic and business environment these years, is it any wonder that the nature of leadership is changing too? We’re not talking a new fad, here, folks. Fads come and they go. Leadership—as it is progressively practiced today—is here to stay! If you manage, supervise, direct or formally influence other…
Referrals are an excellent source of new business but most salespeople don’t deserve to get them! Yes, you heard me right. Why do I feel they don’t deserve them? Because they do nothing to earn them. Too many salespeople are like waiters. You know the ones. They show up at your table to take your…
Salespeople consistently perform at a level equal to their belief in their self-worth and self-concept. Salespeople should work daily and diligently to preserve their dignity and self- worth so that they can be emboldened to do the tough tasks that are required of them. There are many elements that take a heavy toll on one’s…