Written by Adrienne Mollor How many sales people does your company have? So you're thinking, hmmm... that person we just hired is in sales, right? You're running the number in your head depending on the size of your company. But the answer is the same for every company, small or large. Everyone is in sales. Everyone represents your brand. Each person's approach to sales is different and unique to their role but still impacts your [...]
Occasionally we need to stop and reboot. To determine if we need to FOCUS or RE-FOCUS how we spend our time and prioritize what we should be doing. 1. Focus on important things early in the day. When we're rested, those big and multiple tasks don't feel as overwhelming as if we wait until 4:00pm. Keep your calendar open early in the morning and dedicate your energy to that one primary thing. If you have [...]
So say Larry Downes and Paul Nunes in their new book – ‘Big Bang Disruption – Strategy in the Age of Devastating Innovation’. This one phrase struck a chord with me. Anyone involved in sales in the past 10+ years has experienced the ‘expert’ buyer who had more answers than ever before. The time taken to make a decision seems longer than ever too – once again a product of the information search employed by [...]
Bill House Senior Vice President bill.house@mcgpartners.net The Key Ingredient to Sales Success: Understanding (Not Just Challenging) Your Buyer I recently read the new sales book – The Challenger Sale: How to Take Control of the Customer Conversation, by Matthew Dixon and Brent Adamson. In it, they describe the five types of sales people – the Hard Workers, Relationship Builders, the Lone Wolf, the Reactive Problem Solvers and the Challengers. Anyone with sales experience likely recognizes [...]
Educational Seminar – Selling in the 21st Century Date: April 24, 2013 Time: 7:30 AM – 10:00 AM Click here to register online Click here to visit the Chambers website Presented by Bill House Senior Vice President – MCG Partners Buying and Selling has changed dramatically over the last 5-10 years. Customers are smarter, more informed, have higher expectations and have more purchasing options than ever before. Are you still relying on old, [...]
Sales professionals believe they are focused on the customer. Often they are focused on something else, or in the rush to close the deal, they prefer communicating product knowledge or convincing the customer to buy. Being customer focused means putting being 100% present for the customer. The following 4 steps will help sales pros focus on the customer and prevent the rush to move to present or close: Step #1: Use Research as a Platform [...]
Get On Board, a one-day boot-camp, prepares business professionals like you for the rewarding experience of volunteerism, nonprofit leadership, and board participation. This Saturday, December 1st, this excellent and inexpensive one-day program (9:30-3:30) is for anyone interested in learning what it’s like to serve on a not-for-profit board or who is currently on a board but has never received board training. You can also be placed on a non-profit board as well! This fun and [...]
As an executive coach, I’ve worked with many leaders, leadership teams, companies and industries, in many parts of the world. They have achieved a certain level of success, but in my almost 30 years I have noticed one trait that really stands out above the rest. Happiness is the true measure of success. Trying to help others be happy is the highest expression of success, but it’s incredibly difficult if you’re not happy yourself. [...]
Companies and therefore sales managers are continually challenged with driving exceptional results at the same time they lead, manage, train, review, and motivate their people – the company’s biggest investment. To stay ahead most sales managers are interested in keeping up to date on the latest trends, advice from sales guru’s, and considering different approaches to the business. In LinkedIn there are over 19,000 sales groups offering advice, generating articles, blog material and comments. Two [...]
