I talk about metrics and numbers regularly with sales leaders and sales teams. As we get more and more analytics and data management in organizations, I am finding that many sales people and sales leaders are getting caught up in either being paralyzed with all the data or are getting lost in the minutia of the data.… Read More
It is September and the kids are all heading back to school. One of my old bosses who has been retired for many years is heading back to University for a law degree (It is his second degree since retiring).
In my travels working with sales teams it is always interesting to me the number of times a sales leader tells me that one of their top reps is not interested in learning anything new.… Read More
There is a lot of “stuff” going on in the world this summer. If you took all that “stuff” seriously you would become anxious and agitated – and many people are. I have come to learn that it is important on a regular basis to take stock of what is going on in your personal life and in your business life.… Read More
When was the last time you took some time to just THINK?
I mean taking time to reflect, contemplate and “noodle” issues and ideas you have. Some people go for a walk, some sit quietly and others will stand at a window and look out to the distance.… Read More
I have noticed in the past year that a lot of people I speak with in corporate jobs are not having a lot of fun. Too many pressures and endless deadlines. Too many hours or wasted time on what appear to be useless activities.… Read More
When you are going on a sales call, when you are making a phone call, when you are sending an e-mail – I always ask sales people: Why are you going on that sales call? Why are you phoning? Why are you sending that e-mail?… Read More
The sales game today is played much differently than it has been in the past. One of the big changes is the technology and how it affects your business. One of the questions I ask sales people is – How does a prospect find you online and when they do find you what do they discover?… Read More
What do you invest in…
We all invest our time, money, emotion and intellect each day. My challenge and yours each day is: Where are you going to invest today.
As sales people we invest our time in clients and prospects.… Read More
It is Christmas and the Holiday season. This is the time of year we seem to look back and reflect on the year past and plan and ponder the year ahead. I believe that we all need to take time now, and all year long, and when you are looking at the week or month you have just had – to be grateful for all that has happened and for all that you have.… Read More
Next Friday I am going to be at the 36th Annual Christmas luncheon with the guys I went to University with. We have stayed in touch for all that time and we have all attended this event year after year. We behave like 19 year olds when we get together.… Read More