Getting Noticed In the RFP Many of us face sales situations where the customer generates a RFP (Request for Proposal) and sends it out. For those of you who do not deal with a formal RFP process, you still face the same issues as those who do. We call it “Share of Mind.” Increase your … Continue reading Getting Noticed In the RFP
“Never let the fear of striking out get in your way.” Babe Ruth Translation: To get noticed, you need to get on the field and take your swings. It is better to try and fail versus to never try at all. At least you have a chance to succeed by trying. You can’t get noticed … Continue reading Babe Ruth
Here’s a surprising headline: “Jordan Surprised and Inflamed as Wizards Show Him the Door”. Michael Jordan fell victim to the trap most overachievers fall into. They move into management thinking everyone should have the same attitude, skills and dedication they had when they were playing. Jordan’s downfall as an executive was heightened when he gave … Continue reading You’re Fired Mr. Jordan!
Dan Ross Atlantic Area Sales Manager, HP (Hewlett-Packard) Dan Ross knows that to increase his team’s sales revenues, they have to find new ways to excite clients enough to create the positioning of HP as the best alternative. Selling HP Business Critical Systems (server and storage solutions), Dan’s team reduces client risk by delivering scalable … Continue reading Dan Ross
When David Zappone was trying to get a job interview in the 1970’s, he realized the manager looking for the right candidate was likely to receive hundreds of resumes. He decided to tape his resume as a way to ensure his resume made it to the top of the pile. David recorded the reasons why … Continue reading Make Sure You Are Heard