As we approach the end of of Q1 2010 it’s time once again to look at the scoreboard to see how your sales team is tracking toward your revenue goal. How are they doing? And how are you doing holding them accountable to deliver? Here are some thoughts about improving accountability from Dave Kurlan, thought [...]
As we approach the end of of Q1 2010 it’s time once again to look at the scoreboard to see how your sales team is tracking toward your revenue goal. How are they doing? And how are you doing holding them accountable to deliver? Here are some thoughts about improving accountability from Dave Kurlan, thought [...]
Most likely, there are several people in your life to whom you can’t seem to get through. You try persuasion, logic, pleading, anger and bargaining, but you hit a wall every time. Most people, when faced with resistance, speak louder, persuade harder, encourage, cajole, argue and push. The end result is greater resistance. But when [...]
Timidity is a factor that costs your company a lot of sales. This issue is magnified in the current economy as owners and salespeople seek to do everything possible to please current clients and to win business from prospects. However, now more than ever, you have to push back. What do I mean by pushing [...]
The statistics on workforce engagement are shocking. According to research, only 29 percent of employees are motivated and energized. What, then, is happening to the other two-thirds of the people working in organizations? This is an even worse scenario than the old joke in which a manager is asked how many people work in his [...]
How do you spend your time? This question is painfully simple, yet it plays a major role in the execution of your firm’s vision and priorities. Sadly, many leaders cannot accurately answer it. You may be surprised to find a sizable disconnect between your top priorities and how you actually spend your time. People take [...]
Not a month goes by without some highly publicized ethical scandal. Be it tax evasion, executive pay excesses, sexual dalliances and outright fraud, many individuals are simply unable to resist temptation. Does this make the perpetrators corrupt sociopaths? Sometimes, but usually not. They’re often leaders and pillars of the community, and their actions leave us [...]
How do you spend your time? This question is painfully simple, yet it plays a major role in the execution of your firm’s vision and priorities. Sadly, many leaders cannot accurately answer it. You may be surprised to find a sizable disconnect between your top priorities and how you actually spend your time. People take [...]
We have all been bombarded with hype and hoopla surrounding the Social Media phenomenon. My clients and other business leaders are asking themselves will my prospects, clients and strategic partners really take the time to be involved with social media? Is this something that I should really embrace?” Here’s the answer. Take 4 minutes to [...]
As 2010 looms with continued economic uncertainty in full bloom, it is imperative – now more than ever – to proactively address weaknesses in your selling team. The most serious weak areas, however, are difficult to spot. In fact, they are virtually invisible because they stem from how your salespeople think as opposed to what they do. Here are 5 (invisible) reasons why your salespeople will underperform in 2010.
This is Tom Peters’ latest video message and it highlights the importance of “out-reading” your competition. In case you’re wondering who Tom Peters is, publications including Fortune, the Economist, the New Yorker and the Los Angeles Times have said Tom is the “uber-guru” of management and inventor of the enormous “management guru industry,” that “in no [...]
Are you an “influence genius?” Take this short quiz to determine your Influence IQ and to learn about influence and persuasion techniques. Choose the best answer from the options to discover your Influence Quotient. Dr Robert Cialdini, the leading expert on Influence and Persuasion presents a simple quiz that can help you (and your team) [...]
I met Stony earlier this month on a flight from Newark to Houston. He was on his way home to Mobile, Alabama. I was on my way to deliver a keynote presentation to the Texas General Counsel Forum in San Antonio. Stony was working in the New York area for 9 days replacing all of [...]
In late August our summer vacation took us to the Outer Banks of North Carolina. If that’s a part of our country you’ve never visited, I suggest that you add it to your destination list – the beaches are beautiful, the environment is quiet and clean, and there is an incredible amount of history to [...]
It has been a busy, productive, and profitable year for us. More importantly, it has been a busy, productive, and profitable year for our clients! Typical responses to this news include: “Productive? Profitable? How do you do that?” “Amazing – especially in today’s challenging economic environment!” “With our resources already stretched, it seems like every [...]
In today’s mile-a-minute, e-connected, global, frenetic, here-today-gone-tomorrow world of commerce, it is no surprise that many of us don’t take enough time to select and focus on our most important business objectives. Whether you employ 4 or 400, crystal clear focus combined with a steady cadence of accountability will dramatically improve your competitive positioning and [...]
One of the keys to developing leverage in business is to ensure that revenue is generated as evenly as possible across your selling team. Yet many business owners find their sales results to be lopsided – either generating the lion’s share themselves or having one or two star performers amid a field of mediocrity. Although [...]
How often in your business do things go exactly as you expect? If you have prospects, customers, and employees your answer is most likely “not as often as I’d like.” Humans are imperfect and messy – so how do you and your staff actually behave when the unexpected occurs? In my first ever video blog, [...]
Assumptions make our lives easier. That’s both good news and bad. As creatures of habit, we seek efficiency through the use of assumptions in lieu of active thought to drive most of our behaviors. With few exceptions, what we do in any given 24-hour period demands little conscious thought because we’ve developed habits that help [...]
Mother’s Day is fast approaching, and it’s a great example of what I call a “recognition holiday.” That is – since 1908, if you’re a mom, then you deserve to be recognized and thanked on Mother’s Day. Period. End of story. No other qualification or accomplishment is required. For some, Mother’s Day is a rare [...]
