Expanding Influence: Hearing versus Listening
As a sales and leadership expert, I want to take a look at the difference between listening and hearing, and the Impact true listening can have on your personal and professional relationships. Have you ever approached the reservation desk at a restaurant, hotel, or airline and given your name, only to have them tell you they can’t find your reservation? It happens to me all the time because my last name sounds like the word “car,” but it isn’t spelled...
VIDEO: Outselling Your Competition
As a sales and leadership expert, I have worked with sales executives that want to outsell their competition, but if you are still focusing on transactional conversations, you will never achieve this goal. It’s not about competing its about creating a better outcome. The only way to achieve this is to have an enterprise conversation versus a transactional conversation. Watch this video to learn how YOU can outsell your competition.
Getting Workers Off of Cell Phones
As a sales and leadership expert, I often find that leaders and managers are focused on the symptoms, not the underlying condition. They obsess over common workplace problems, but underneath those problems is the issue of a lack of motivation. I recently was at a client business working with the production manager, and he asked me how I would recommend getting people off their cell phones. The production manager was concerned that workers were spending time on their cell phones...
VIDEO: Using Enterprise Conversations To Lessen The Impact Of Price
As a sales and leadership expert, I have worked with sales executives on having enterprise conversations with their customers. Enterprise conversations go way beyond price. The enterprise conversation is about how much money and time one will save over the lifetime of a product. It is about gaining better utilization, efficiency and overall results. If you have the right enterprise conversation, the price of your product/service will often be the last thing you talk about. Watch this video to...
How You CAN Easily Change People’s Reactions!
As a sales and leadership expert, I have discovered that people often feel powerless over people’s reactions—and that is simply not the case! When we find ourselves stuck in the same place in our conversations, getting the same results, our first reaction is often to blame outside circumstances—the things beyond our control, which is usually the people we’re talking to. To turn the tables and Impact others who are critical to our success, we need to understand how to change...
Video: The Number One Secret On How To Penetrate New Markets
As a sales and leadership expert I am inundated by companies who are struggling to find and penetrate new markets. In order to penetrate new markets, you must be able to impact their results beyond what the competition is currently doing. Watch this video to see how you can easily penetrate new markets and grow your sales!
To Grow Sales You Need The “In” and The “On”
As a sales and leadership expert, I find people working mostly “in” their business (such as making sales calls, fulfilling orders), this will only get you so far. To maximize your business you must also work “on” your business (strategizing, coaching and leading). When you work “in” and “on” your business you will gain velocity and maximum growth. And, you’ll be making the greatest Impact on your markets, customers and employees/colleagues. Working on your business is doing what it takes to...
How To Guarantee Success When Promoting a Top Producer Into A Manager’s Role
As a sales and leadership expert, I see many times companies promoting top performing sales executives to management positions and they fail! Why do they fail? They fail because they didn’t have the Impact necessary to lead a team and the reason for that is they have not transformed from being a sales exec to being a sales leader. This post will share with you how top producing sales executives can make this transformation seamlessly and succeed! Let’s unlock the mystery....