Year: 2001
“I tell you and you forget. I show you and you remember. I involve you and you understand”. Eric Butterworth TRANSLATION: Titans always engage their customers as active participants in sales calls. You are more likely to have your message land with greater impact if the person you are talking to is involved and understands…
In my first sales position in 1980, I was breaking sales records left and right. In fact, by June of that year, I was at 180% of quota! I remember a conversation I had with my manager that month which provided me with a memory I will never forget. As I returned to the office…
What’s the difference between today’s 25 year old Jennifer Capriati and the teen age version 9 years ago? COMMITMENT! As a teen, she was totally unfocussed on winning and overtaken by the celebrity status she enjoyed. Her main interest was partying. She also fell victim to being influenced by individuals who were out for their…
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 âinfluencersâ. 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…
“When you are in your own head, you are behind enemy lines!” Unknown Source TRANSLATION: If your ego is oversized, you are less likely to be listening to your customers. If you think you are not good enough, you are not equipped to be listening to your customers. Concentrate on your customers and everything else…
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…
âYou may be disappointed if you fail, but you are doomed if you donât try.â Beverly Sills TRANSLATION: Titans are always trying out new ways to increase the value they offer their customers and improve their performance
Tired of carrying all those brochures and spec sheets? Then go to the nearest dumpster and throw them out (you may want to check with your boss first). Companies now are getting smart and trim by providing their sales people with CD Rom’s the size of a business card. These CD’s are easy to use.…
As a leader, you have developed ideas as to what works and what doesnât work. You have a bias as to what you believe. Question is, does your current bias serve you well? We have all heard the old axiom âif it ainât broken, donât fix itâ. While it is true that a well-oiled machine…
In case you were wondering if Cindy Roth-Karr is related to me, you better believe it. Besides being a loving wife and wonderful mother who supports my efforts and takes care of family issues during my extensive travels, she is also a sales superstar. While I am usually hesitant to highlight family members, there is…
“Do not follow where the path may lead. Go instead where there is no path and leave a trail.” -Muriel Strode TRANSLATION: In life, there are followers and leaders. Titans are leaders!
Read MoreThe start of a new year brings us all a sense of renewal and hope. But do you really have to wait to the start of a new year to be rejuvenated? Cells in our bodies are constantly dying off and new cells are born. Organizations too must act in a state of constant rebirth…
Read MoreBernie Mangano N.E. Regional Director Information Mapping Inc. At this time of year we all look back on what we have achieved. In Bernie Mangano’s case, looking back over the last 4 years, his team has achieved a whopping sales increase of 342% for the region! Bernie accomplished this phenomenal result through both his leadership…
Read MoreAre you afraid to make the call because you think the customer won’t buy your product? Guess what, you’re right! Do yourself a favor, stay home and don’t make the call because the customer won’t buy from you. Why? If you really don’t think you are going to succeed, your actions will support that outcome.…
Read MoreRecently I stopped into a cellular store to inquire about a new hands free-system for the car. The salesperson is paid on commission. After checking to see if the item is in stock, the salesperson informed me it wasn’t and suggested I call back in a few days to see if it is in. Do you…
Read MoreâWill you please leaveâ are the words Brian Billick, head coach of the World champion Baltimore Ravens, once used in asking two ladies to leave the practice field. It turned out the two ladies were actually mothers of the two players they were speaking to. Coach Billick did eventually apologize to the two women, but…
Read MoreThe economyâs soft and business is declining, right? Donât tell that to Douglas McIntosh and Michael Poris, principalâs of one of the hottest architectural firms in Detroit. In the last year alone their billings have increased by over 40%. In just the past six weeks, they closed 8 new projects with initial billings of over…
Read MoreCongratulations to Lance Armstrong, a cancer-survivor who came back and just won his third straight Tour de France. The Tour de France is a grueling 20-stage bicycle race regarded as the premier cycling event in the world. The interesting thing about Lance Armstrongâs latest victory was his come-from-behind strategy. In Stages 1-12, he stayed behind…
Read MoreAs we climb out of the rubble of debris in NYC and Washington D.C., we rejoice in the fact that the spirit and backbone of freedom and democracy is as strong as ever. Below are references to Titans who have sacrificed their lives in the name of freedom and democracy. *202 NYC Fire fighters who…
Read MoreThis tragic and dastardly act serves as a reminder that life at times is fragile. Every moment we feel the inconveniences of life, we must immediately remember that life is short. Every moment, good or bad, must be seized and lived to the fullest. While many of us feel helpless in terms of not knowing…
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