Last Impressions Generate Repeat Business
I can still hear my high school office practice teacher, Mr. Kimball, saying, “You only get one chance to make a first impression.” If you knew how far back that was, you’d be impressed with my memory. There isn’t a sales person breathing that would disagree with Mr.Kimball. You pick up the phone; dial and you have about [...]
Saving Money is Earning Money
When you’re a kid the thing you want most in the world is to be a grown up, so birthdays are a big deal. Presents are fun, but the thing that I looked forward to the most was the birthday card from my grandmother. She always tucked a crisp, clean, brand new one dollar bill in it. Over [...]
Power Hours, Ultra Efficient
Frederick Winslow Taylor (1856-1915) was our country’s first “Efficiency Expert.” He was born to a wealthy Quaker family in Germantown, Pennsylvania. His passion was “time study,” which is literally using a stopwatch and doing continuous observation of tasks, in an effort to find the shortest, most efficient method of accomplishing those tasks. For Winslow, it was a cold-hearted, [...]
ABC’s of Sales Improvement
Speaking strictly from a scientific point of view, when the creation of life as we know it happened, many believe that it did so with a very precise, exacting set of circumstances. There is great debate in the scientific community about whether any variation of events would have obliterated all possibility of life or if there was a [...]
The Four R’s for Effective Sales Conversations
All of us had all-knowing mothers who spouted tidbits of wisdom that we all swore we’d never say to our own kids. My mom would say, “Who did it?” I would say, “I don’t know.” She’d say, “No one named ‘I Don’t Know’ lives here.” I would roll my eyes, when I said, “I wish…” and she’d reply, [...]
The Changing Face of Email Marketing
In the United States of America we are guided by a Constitution that protects our right to be individuals in thought, deed, and beliefs as long as we don’t step on our fellowman. We thrive because we’re all different, and our differences are the threads from which our flag is woven. Lumping people and companies into groups; giving [...]
Why Sales People Aren’t Calling Their Leads
Great products. Great pricing. A full quiver of phone savvy sales professionals armed with plenty of leads, but no one is calling their leads…. Why? The Rub Many companies pay significant amounts of money to generate leads for their sales teams, and yet, many of those leads never get called. Salespeople have a tendency, like most [...]
Increasing your Odds of Call Success
“Your beliefs become your thoughts; Your thoughts become your words; Your words become your actions; Your actions become your habits; Your habits become your values; Your values become your destiny.” Mahatma Gandhi The truth is that in an effort to keep things simple we often do them the most complex way. It’s just human nature, or [...]
Mastering Your Revenue Objectives – It’s Hard to Hit a Moving Target
What About Bob? We all know someone who goes through life with a rainbow overhead. He just does what feels right and makes his quota every month. Somehow, we all wish we could be like him. It would be such bliss, wouldn’t it? Just go out there and sell your butt off and live the life; carefree [...]
