Sales forecasting is probably one of the most difficult and distasteful topics for sales executives. After 30 years of selling, managing, consulting and coaching some of the top sales executives in the world, I can you tell you it is one of the most powerful tool you can use to guarantee your success. You probably … Continue reading Plugging the Holes in Your Sales Forecast
When we hear “You’re Fired”, the first thing that comes to mind is Donald Trump’s Apprentice show. Yet, is the concept of firing limited to employees? The answer is a resounding no!!! How about firing some customers? Customers fire vendors for not being good. So, why can’t vendors fire customers who do not fit their … Continue reading Who’s Fired?
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
Rudolph Giuliani, in his new book “Leadership”, talks about Ted Olson’s argument before the U.S. Supreme Court as he represented George Bush in the Florida voting fiasco. To win the necessary 5 votes he had to prepare a few arguments addressing different personal beliefs. One argument may have been strong enough to win 3 votes, … Continue reading Without Preparation, Your Will to Win Is Not Good
Ever faced a situation where things seemed to start going wrong right from the very beginning? This often happens not so much by what the world has thrown at us, but rather by how we react to the situation to begin with. Imagine you are getting ready to go on a big sales call where … Continue reading Fear vs. Opportunity Mindset
Buzz Marketing is the latest fad being talked about. The idea is to use a handful of carefully chosen trendsetters in a community to act as “influencers”. For instance, you can call up your friends or associates and act as an influencer regarding a product or service you highly recommend. If the pitch is done … Continue reading Catching a Buzz!
The two universal laws of sales success are: Sell more to existing customers and keep prospecting for new business at all times. Which of these laws is more critical to your success? Both of them! It is a fact that it costs you less to sell more to existing customers because you have already invested … Continue reading The Balanced Growth Plan!
In reading the book Maestro (the story of Fed Chairman Alan Greenspan written by Bob Woodward), it was interesting to learn of the dilemma facing the Fed in trying to figure out why the economy was acting in certain ways. The biggest concern was over corporate profits. In the old models, prices would rise and … Continue reading What Are We Missing?
In any presentation, but especially in those given to groups and committees, there is a strong possibility that there will be at least one person sitting at the table whose life revolves around finding a reason to question or criticize something you’re saying. When this happens, you will most likely be dealing with a person … Continue reading Are There Any Dissenters in The House?
BellSouth recently announced that it will pull all of its 143,000 pay phones out of service by the end of 2002 according to the New York Times. Reason: Cell phones. Who would have thought that cell phones would one day replace the corner phone booth? In your world, what is becoming obsolete and are you … Continue reading Where Have All The Pay Phones Gone?