This month, I’d like to share some thoughts from my friend and colleague Caryn Kopp. Caryn is known as the Chief Door Opener™ at Kopp Consulting, LLC located in Bedminster, NJ. Why waste the month of August cleaning your office? Make the most of your Summer by seizing new business opportunities while your competition plays miniature golf! [...]
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 [...]
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 [...]
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) [...]
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 [...]
