Researchers have shown that we think more than 50,000 thoughts per day, of which more than half are negative and more than 90% are just repeats from the day before.
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How do you tell your R&D team that while you value their work, their innovation on Product Performance matters the least to customers? The executive I was with has had this very conversation and was able to demonstrate how, for his business, Customer Engagement was the most impactful type.
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Being deliberate has its place in all parts of our life: work, love, parenthood, leadership, creativity, … Being deliberate is a skill. And mastering that skill will create the space for a higher level of performance when life presents its’ challenges.
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Someone recently asked me for tools to use to create healthy competition among their team. I had to immediately think of the joy of comparing scores, the unexpected winners, the bragging rights, the prizes that stuck with people for years, and the stories we were able to tell as a result.
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Lack of attention and respect towards internal customers was leading to poor customer service, missing parts in deliveries, and an overall inability to achieve the desired double-digit sales growth. Only after addressing those internal issues did the company regain reputation and growth externally.
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Sales Leaders (and for that matter anyone in Sales) know the acronym “ABC” is the infamous motivational phrase “Always Be Closing” made popular by Alec Baldwin. Today’s Sales Leaders need to know another acronym called “CRM”, or Customer Relationship Management.
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Every prospect you speak to has sales objections, or reasons they're hesitant to buy your product. Sales objections are unavoidable. And a salesperson that wants to be successful absolutely needs to know how to discover and resolve those objections.
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Whether you sell toothbrushes or medical equipment and everything in between — until a customer (a) knows who you are, (b) likes who you are, and (c) trusts you there is no purchase. The depth of the trust required varies but there must be at least a base level of trust in place.
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The sales profession is not among the most admired. There even is a term, salesy, to describe a person or an approach to selling in an unaware, aggressive, and superficial manner. As I think about what makes a sales pitch great, I would argue that by their very nature, every sales pitch is salesy.
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At some point in our lives, we have all been a part of a team. Some of these teams may have effective and exciting while others may have been ineffective and infuriating. The biggest variable to team success was probably how cohesive it was.
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