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. … Continue reading Don’t Curb That Enthusiasm!!!
“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..
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 … Continue reading An Organism vs. an Organization
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 … Continue reading Here’s to Reality TV
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
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 … Continue reading Value Selling