Sales
As a sales and leadership expert Ron stresses the importance of making sure you’re being the coach and setting expectations versus actually doing the work yourself.
As a sales and leadership expert Ron examines how to motivate employees to focus on their job goals and not their cell phones.
As a sales and leadership expert, Ron discusses reasons why a stellar salesperson might be struggling to become a great sales manager.
As a motivational speaker and sales/leadership expert I know you can only Impact your markets if you know how to prospect. Please enjoy this content laden article 10 Ways to Start Your Prospecting AND Make It Enjoyable by my good colleague Mark Hunter, CSP. Let’s face it. You can’t prospect if you don’t start, and…
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…
Neuroscience teaches us that there are two chemicals in the brain that sales execs, entrepreneurs, and influencers need to be cognizant of: cortisol (known as the stress chemical) and dopamine (known as the feel-good chemical). When we make a sales call to a prospect, we are received as an inconvenience, an interruption in the day.…
As a sales and leadership expert and Motivational Speaker, I find sales execs and entrepreneurs are wasting a lot of time and losing Impact on their markets by concentrating on prospects that will never buy from them. The trick is knowing when to let go. Before we can understand that, we must examine the two…
This past weekend the world lost a giant—three-time world heavyweight boxing champion Muhammed Ali. Ali always referred to himself as the greatest of all time, and he indeed is a great example of what it looks like when one achieves maximum Impact in the world. As a motivational speaker and a sales and leadership expert,…
This past Friday evening I was sitting on my terrace overlooking the Hudson River in New Jersey when I spotted two World War II–era fighter planes flying straight down the Hudson. Just as they passed me, the plane on the left started sputtering. White smoke started trailing the plane, and I knew the pilot was…
[powerpress url=”/wp-content/uploads/Karr-160426-Q2-Impacting-Customers-Buying-Habits.mp3″] SPECIAL AUDIO BLOG – As a Motivational Speaker, Sales and Leadership Expert, I am often asked to consult with clients on a huge issue: How do you change customers buying habits? Customers tend to have defined buying habits and pre-defined perceptions of the role a vendor can play for them. Often, vendors can do…
Do you know that sometimes you have to go slow to go fast? Recently, I installed a new productivity software program. And like many of you, I figured I knew immediately what I had to do, so I didn’t bother reading the instructions. After two painful hours of trying to get the software to work…
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As we’ve all seen for the last year or two, there’s been a lot of shoplifting. A pack of thieves breaking into stores, stealing massive amounts of merchandise, and leaving before the cops come. If they’re caught, they’re back on the streets in a couple of minutes. Shoplifting has gotten to such a high degree…
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When I think of sales success, I think of a Banyan tree. Look at this tree. It is so magnificent. But look at the integrated network of roots. It’s amazing how it grows. Now, here’s what’s special about a Banyan tree. It’s not like normal trees that have one trunk coming down, and it’s not…
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I want you to meet Alex. Alex is a van driver who picked me and a few of my colleagues up from the hotel in Albuquerque this weekend to take us to the airport. It was a seven-minute ride. During the ride, Alex asked us if we had traveled to many different cities and ordered…
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If you truly want to keep your competitors out of your accounts, you must become part of the inner woven fabric of your client’s organization. Consider that loose piece of thread sticking out of the bottom of your sweater, and you start pulling it. All of a sudden, you inadvertently pull apart the entire sweater.…
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A few years ago, I was meeting with Steve Forbes in the Forbes building in his private library. The meeting was to discuss the presentation he was about to give to the National Speakers Association that I was president of. Rather, it was to get him to agree to give that presentation. What struck me in…
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As you create your sales plan for 2024, what’s the one issue you must pay special attention to? That one issue is your ideal customer profile, because that’s going to determine whether or not you gain velocity in your sales efforts. Picture business 2012: I was just voted as the Vice President of the National…
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In the early ‘90s, I trademarked the phrase “The Question Man™.” I believed then, as I believe now, that the answers to your success lie in the questions that you ask. At that time, I had a great client, Hertz Equipment Rental, that rented backhoes. It was a division of Hertz Rental Car Corporation. The VP of Sales was…
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When times are tough, and the flow of customers into your business is slowing down to a drip, what’s more important: marketing or sales? I had that conversation yesterday with the CEO I was coaching. He sells very high-end custom furniture. Because of the economy, he was complaining that the flow of traffic into his…
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Does anything in life come easy for us? Yes and No. When we engage in activities aligned with our strengths and skills, they often come easily to us. On the other hand, tasks that we dislike or lack proficiency in can be challenging. However, that is not what I’m talking about here. Recently, I had…
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