Albert Einstein
“Try not to become a man of success but rather to become a man of value. “ Albert Einstein Translation: If all you care about is making money, then you will not achieve maximum success. But, if you care more about providing value to people’s lives, then you will achieve a greater amount of success and make more money than you ever thought possible
Lita Rosario
Corporate Sales Manager, Hoover’s OnLine It’s an old saying that when the student is ready to learn, the teacher appears. Lita Rosario, a highly accomplished sales manger at Hoover’s Online (one of the most subscribed to business intelligence services), was looking for ways to increase her sales productivity. Understanding sales is a numbers game, she wanted to increase her percentage of return responses on both voice mails and e-mails. She typically leaves a message such as, “This is Lita from...
Passion
Abraham Lincoln once said, “Always bear in mind that your own resolution to succeed is more important than any one thing.” When you read about Lita Rosario above and analyze all of the superstars in sales today, you realize that Lincoln’s quote is still relevant to our success. The passion to follow through on your resolution to achieve a desired outcome is critical to your success. It is your passion that forces you day in and day out to do...
Back to the Future
Recently, Charles Schwab was quoted as saying that families are not spending enough time talking about money. He feels more time should be spent on this subject since money is crucial if you are going to fund your dreams. I agree with this and will take it one step further. We don’t spend enough time having the right conversations with ourselves regarding money. Most of the time, we are trying to find ways to acquire more funds to support future...
Bill Fargie & Spencer Brown
Bill Fargie & Spencer Brown 2002 Distributors of The Year Wright Medical Recently I attended the annual awards banquet for a valued client, Wright Medical. Two distributors cleaned up that night and received the most awards including Best in Customer Service, best in various product groups and the big recognition, Distributor of the Year. Normally, only one distributor is given the prestigious award of Distributor of the Year. This year, both gentlemen, Bill Fargie and Spencer Brown, were in a...
Go Flash Go!!
In the movie Flash, a young boy was given a horse named Flash by his father who left to work on the high seas. The boy lived with his grandmother who dies when he is roughly 10 years old. To give his grandmother a proper funeral, the cost is $500. The only way this young man can pay for the funeral is if he sells his prize possession, Flash. The boy goes to the ranch of a big business tycoon...
In the Face of ALL Odds
The critical assets a leader needs is the belief and confidence in his/her ideas and commitment to see them through. There are a two caveats to this statement. One, you must really believe what you are doing is truly the best for all involved. Your decisions are not based solely on your need for survival, but rather based on what’s best for the team. Two, you are willing to take responsibility for the outcomes. In today’s geopolitical situation, this scenario...
The Value of Sales Extensions
Over the holidays, my family and I went to our usual vacation spot, the Marriott Aruba. This is the first year we went over the Christmas vacation and it was the busiest we have ever seen it. It was so crowded people started lining up at 5:00am waiting to reserve their pool and beach chairs. In an attempt to alleviate the situation and reduce the inconvenience, the Marriott seized the opportunity as a way to produce additional revenue by selling...
The Future is Today
In your role as a leader, are your actions solely addressing the issue of closing sales now, or are part of your actions positioning your organization for the future? The future starts today! If we don’t take time to work on it in the present, then it will suddenly appear and we won’t be prepared for it. Steve Epner, President of BSW Consulting, Inc., shares this story of how he has addressed this issue. Steve had to look at where...