When it comes to selling, using strategies and tactics to get the job done, there are few who consciously think about the ethics in the way they sell. Ethics in selling will help the organization build a good reputation and consolidate its position in the market. Ethics are learned and they can make a
How fast the years pass. I am always so shocked when it is holiday time…again! My kids were just pulling on my leg and now I can barely reach their shoulder! I try to reflect a bit about my life personal and business and being a trainer I’m amazed that as much as the world
Jim arrived at the office of Mark Hilson, President of the Hilson Tool and Dye Company early so he could sit in the parking lot and review in his head what he wanted to say. Jim practiced each step of his presentation in his head and exactly what he wanted to say and how he
“I feel like nothing is working,” said Connie in frustration about her recent sales numbers. “Whatever I do, it doesn’t seem to matter. I thought the economy was getting better but no one is going to buy right now”. I really think that once the economy truly turns around and people are feeling more confident,
Is he or she balancing priorities properly? How do you even know? A big dilemma faced by most executives is what is my sales manager doing and more importantly what should they be doing? It is a mystery but it shouldn’t be. There are 3 priorities in my opinion that should always take the bulk
It’s about the process Ryan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work that he needed to finish before the end of the day. He then got a call from Wayne, a prospect who introduced himself by saying: “I’ve
Recently, I spoke to an organization that spent an ungodly amount of time, energy, and money on Social Media to create Lead Generation. So my question was, “Now what?” They asked, “What do you mean?” I said “Okay, so you got a whole bunch of people calling you or contacting you through a web form,
My son recently told me a story that I felt was really interesting. I wanted to share it because I think we can all learn some things from this story. He explained to me that he has a friend who works at an art gallery. This particular gallery hosts art exhibits where people come
If there were one thing I could emphasize to C-level executives is that starting with the right people, the best people, is the key to everything. Yes there are lots of other important factors, if there wasn’t, I wouldn’t have contents for the book, but I often get asked to “train-up my
How often as a sales director, do you get that dreaded feeling from your reps as well as yourself about the weekly sales meeting? Does it go longer then it should? Did you really feel like you got something accomplished or did you just go through the motions? Why is that feeling so common? Here’s
