Year: 2003

Don’t Curb That Enthusiasm!!!

By ronkarr.Admin | August 2, 2003 |

A young relative of mine took a job at a local ski shop in sales. He told me he loves what he does and is amazed that even though he is not that knowledgeable about the products, people still buy from him. He recognizes that his enthusiasm is infectious and people respond positively to it.…

Larry Bossidy & Ram Charan

By ronkarr.Admin | August 2, 2003 |

“Organizations don’t execute unless the right people, individually and collectively, focus on the right details at the right time.” From the book EXECUTION- The Discipline of Getting Things Done Larry Bossidy & Ram Charan Translation: Titan organizations succeed because of their people’s performance and their commitment to excellence..

An Organism vs. an Organization

By ronkarr.Admin | August 2, 2003 |

Here’s a question for the modern day leader? Does your company represent an organism or an organization? Hopefully, you will have answered organism. An organism is an entity that lives and breathes on it’s own. It’s health and ability to survive depends on the how well the organs (departments) are working. Just as in human…

Here’s to Reality TV

By ronkarr.Admin | August 2, 2003 |

Here’s to Reality TV Reality TV is highly profitable for tv producers and the networks. It may be entertaining (depends on your definition of entertainment), but how real is it? Most people watching these shows wish they could be on the show. Some surely have tried out. But how many have actually tried out for…

Getting Noticed In the RFP

By ronkarr.Admin | May 23, 2003 |

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…

Babe Ruth

By ronkarr.Admin | May 2, 2003 |

“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…

You’re Fired Mr. Jordan!

By ronkarr.Admin | May 2, 2003 |

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…

Dan Ross

By ronkarr.Admin | May 2, 2003 |

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…

Make Sure You Are Heard

By ronkarr.Admin | May 2, 2003 |

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…

Value Selling

By ronkarr.Admin | April 2, 2003 |

A child you are caring for is throwing a temper tantrum (known in negotiation classes as the Outrageous Behavioral Tactic) over getting some ice cream. You decide not to buy the ice cream because the child had enough junk food that day. The temper tantrum grows in intensity until you reach your limit. What do…

Archives

The Power of Options

By ronkarr.Admin / December 2, 2003 /

The concept of giving your customers a variety of options of how to buy your products and services is not new, but it still remains a powerful sales tool. Let’s take a look at Disney World’s version of Option Selling. When you buy your park passes, you have several choices. First, you decide how many…

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Maurice Bendahan Entrepreneur/Philanthropist

By ronkarr.Admin / December 2, 2003 /

“You have to exhaust yourself in practicing youth. No one understands life because they forget to live it” Maurice Bendahan Entrepreneur/Philanthropist Translation: Staying young and vibrant is crucial to one’s ability to live up to their full potential. The things that get in the way of us doing this are our limiting thoughts and a…

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Tightrope Leadership

By ronkarr.Admin / December 2, 2003 /

Organizations and individuals often have to make difficult decisions while walking the tightrope of success, decisions that can easily throw them off that path. For example, Dell Computer and ExxonMobil have successfully built overseas call centers in India to handle many of their support calls. The reason is quite simple. The significant savings in labor…

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Joel N. Greenberg

By ronkarr.Admin / December 2, 2003 /

Joel N. Greenberg Financial Representative- Guardian jngguardian@aol.com If you look at Joel Greenberg’s title above, it is simply understated in terms of what he really does for a living. Joel is a master at networking and being an invaluable resource to his clients. His version of cold calling is going out in the winter to…

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Forget New Years Resolutions

By ronkarr.Admin / December 2, 2003 /

So, we are entering a new year. You figure now is the time to stop smoking, lose weight, sell more, save more, smile more, be more positive, etc. Do us all a favor and stop this nonsense. The beginning of a new year is a convenient opportunity for all of us to take stock of…

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Joe Torre- Manager NY Yankees

By ronkarr.Admin / November 2, 2003 /

“I don’t want to have anybody telling me I did a good job. Any time you start thinking you’ve got this thing licked, something happens to you.” Joe Torre- Manager NY Yankees Translation: Titans don’t stop for praise. By the time they hear the praise, they are already working on moving up the ladder to…

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Recently I was sitting on a plane when…

By ronkarr.Admin / November 2, 2003 /

Recently I was sitting on a plane when a guy sitting right behind me says on his cell phone: “Listen, I shouldn’t really be saying this to you since this is really confidential and nobody is supposed to know this, so please keep it to yourself”. Hey buddy, if this is so confidential, why did…

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4 Keys to Effective Leadership

By ronkarr.Admin / November 2, 2003 /

When former NY Knicks coach Jeff Van Gundy worked for Pat Riley as an assistant coach, he learned a valuable lesson from Pat. Pat told him in a performance review that you need to have 4 things to get respect and results from players; sincerity, reliability, commitment and being trustworthy. Sincerity- In order for people…

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And the Survey Says…

By ronkarr.Admin / November 2, 2003 /

Stop trying to guess what your customers want and just ask them. Surveys are the best means available to gain a true picture of your customer’s needs, wants and expectations. Caution: Be sure your questions are clear and you truly understand your customer’s answers. Case Study: When Hertz surveyed their customers, they heard the message…

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The Power of Empty Promises

By ronkarr.Admin / October 2, 2003 /

A friend of mine was telling me how much of a B.S. artist his boss was. He was always promising things and never delivered on them. Whether it was getting something done or following through on some operational detail, there was always disappointment to follow. If a manager is leading his life this way, the…

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