Year: 2017
As a sales and leadership expert I’ve learned that there are two Key Questions to Grow Your Business. Watch this video to learn what those questions are and how it can impact your business and your life.
As a sales and leadership expert, I want to help you understand how to IMPACT emerging markets.
As a sales and leadership expert I’ve learned there are three critical things a CEO must do on a daily basis:
As a sales and leadership expert, I want to ask you a question critical to your business outcomes: Do you insist your that your sales people and customer service people rely on scripts or do they use agendas?
As a sales and leadership expert, I see companies that struggle to succeed with marketing and the reason they fail is they’re not concentrating on the most important aspect. Truly successful marketing organizations capitalize on pull marketing….that pulls in leads and new customers for sales people to respond to. Today there are lots of free technology available that will help you enhance your pull marketing. Watch this video to learn more.
As a sales and leadership expert, I want to take a look at the difference between listening and hearing, and the IMPACT true listening can have on your personal and professional relationships.
As a sales and leadership expert, I have worked with sales executives that want to outsell their competition, but if you are still focusing on transactional conversations, you will never achieve this goal. It’s not about competing its about creating a better outcome. The only way to achieve this is to have an enterprise conversation versus a transactional conversation. Watch this video to learn how YOU can outsell your competition.
As a sales and leadership expert, I often find that leaders and managers are focused on the symptoms, not the underlying condition. They obsess over common workplace problems, but underneath those problems is the issue of a lack of motivation.
As a sales and leadership expert, I have worked with sales executives on having enterprise conversations with their customers. Enterprise conversations go way beyond price. The enterprise conversation is about how much money and time one will save over the lifetime of a product. It is about gaining better utilization, efficiency and overall results. If you have the right enterprise conversation, the price of your product/service will often be the last thing you talk about. Watch this video to see how to have an effective enterprise conversation.
As a sales and leadership expert, I have discovered that people often feel powerless over people’s reactions—and that is simply not the case! When we find ourselves stuck in the same place in our conversations, getting the same results, our first reaction is often to blame outside circumstances—the things beyond our control, which is usually the people we’re talking to. To turn the tables and IMPACT others who are critical to our success, we need to understand how to change the conversation to achieve better results. We need to embrace our ability to IMPACT the outcome.
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When my 23-year-old daughter Amanda started her job in New York City on October 1, she decided to join the company gym and be there at 6:45 every morning. That means leaving for work every morning before 5:45 a.m. to drive the 30 minutes to catch the 6:15 ferry to the city. I figured this wouldn’t last long. Boy did she prove…
Read MoreFor the past thirty-five years I have used option selling to help close business. and neuroscience reveals why this works so well. It boils down to choices, engagement, stress, and risk aversion. Traditionally, sales people go for the trial close and just offer one solution. If the prospect does not feel the risk is low enough…
Read MoreYesterday morning I had the privilege of hearing Daymond John (of Shark Tank) being interviewed by Jeffrey Hayzlett, CEO of C-Suite Network Advisors. Jeffrey asked Daymond about his strategies for success, and Daymond said that he is always learning, always trying new things, and always adjusting his strategies in order to keep growing. Not everything he does…
Read MoreWhenever I give a keynote or work with an executive team, and an audience member finishes a statement or an exercise, I urge the rest of the group to give that person a hearty round of applause. In my work as a Sales and Leadership expert, I’ve discovered that doing so changes the energy and dynamics of the group.…
Read MoreIn the United States we are two weeks shy of our national Thanksgiving holiday, a celebration that can be traced to an autumn harvest feast held by the Pilgrims and Wampanoag Indians in 1621 at Plymouth. Giving thanks is an important cultural tradition, and similar celebrations of the harvest occur in countries throughout the world. These…
Read MoreA medical doctor recently asked me what I did for a living and after sharing about my role as a speaker and expert on influence and impact, he shared how he has become a better person—and a better doctor—by learning how to listen better. He spoke about not merely listening to the words being used, but…
Read MoreWe all want success, and we may even expect it in some way, but not everyone attends to the details and habits that build a successful outlook. This morning I walked into the lobby of the Residence Inn where I am staying in Winston-Salem and witnessed a surprising scene—the entire hotel staff was going through…
Read MoreLoyalty is a valuable commodity. First and foremost, of course, our loyal and valued customers buy from us, and better yet, they come back, again and again. But they also tend to sell us in a way that we can never sell ourselves. As a Sales and Leadership expert, but also as a customer, I have seen that loyalty…
Read MoreWe rarely think about it or recognize it, but we all operate with something known as “normal strategies by default,” those ingrained strategies we have used all our lives to help us get to where we are today. As salespeople, some of those strategies are geared toward protecting us from rejection. Yet when those strategies…
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