I was recently interviewed by marketing guru & serial entrepreneur Eric Keiles for his podcast show. During the 30 minute interview, we discuss: 1. The root causes of the “Growth Trap” that severely restrict profitable growth 2. How to eliminate Sales Ghosts permanently from your organization 3. How to dramatically improve the effectiveness of your [...]
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 [...]
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.
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) [...]
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 [...]
Did you know there is a “second” set of Ten Commandments? They offer very sound advice! The following is reprinted from Harvey Mackay, author and Chairman of Mackay Envelope Corporation. We all know about the original Ten Commandments, but have you ever heard of the Second Ten Commandments? I don’t remember who sent them to me [...]
(Today’s post is part two of a two part series on Office Politics) Three Phases of Political Competence Political competence is a three-phase process. To bring people to your side, you must follow a systematic sequence. Otherwise, you may spend too much time talking with people who don’t need to be convinced of your idea’s [...]
(This is part 1 of a 2 part post on Office Politics, please stay tuned for part 2 on the Three Phases of Political Competence) Political savvy is a vital competence for any executive, but it’s not taught in leadership or grad school courses. In fact, the term “office politics” has received a bad rap. [...]
Leaders are remembered for their best and worst judgment calls, especially when the stakes are high, information is limited and the correct call is far from obvious. In the face of ambiguity, uncertainty and conflicting demands, the quality of a leader’s judgment and decision making determines the entire organization’s fate. That’s why leadership [...]
Most companies I know spend a large portion of their budgets on driving new business through the front door. Far fewer spend even a fraction as much in a directed effort to avoid having those precious customers walk out the back door. The prevailing assumption is that by providing pretty good service and having [...]
Focus. It’s one of the things we need to be more successful in business – right? Although I agree in general terms, it is also instructive to consider what you are focused on. Let me cut right to the chase: I believe that most business leaders and sales professionals tend to focus on the wrong [...]
“You don’t get something for nothing You don’t get freedom for free You won’t get wise With the sleep still in your eyes No matter what your dreams might be” - Neil Peart, Rush When I was a child, one of my father’s favorite sayings was “If it seems too good to be true, then it [...]
