What I learned from starting a business one coffee meeting at a time If I lived with a GoPro Camera on my head 24 hours a day, seven days a week, 365 days a year, you would see a whole lot of late nights and early mornings. And by early morning, I mean jolting awake [...]
Common management mistakes that can hurt employee performance A good manager is hard to find. In fact, only one out of 10 managers have the natural talent to effectively manage their workforce, according to a study completed by Gallup. There is a critical link between profitability and talent engagement, which means that most businesses are leaving money on [...]
The top 10 people who could change your year, your career or your life. In sales, there are people out there who will change the course of your success story. Whether it’s the person who is so well connected that they can introduce you to your ideal clients, or the key decision maker at the [...]
How to overcome price objections by communicating value. When do rate negotiations start? From the first moment you interact with a new prospect. But for many salespeople, conversations about rates and prices are the most difficult to have. The knee-jerk reaction of even some of the most seasoned sales professionals is to reduce the price [...]
Why landing those ideal customers is easier than you thought Sales is a numbers game. But one of the worst things a salesperson can do is to believe that everyone is a prospect. Instead, watch your success ratio skyrocket by casting a smaller net when prospecting—something that can only happen by truly defining your ideal, [...]
What to do after the beep Prospecting is an inevitable part of the sales development process, and picking up the phone is part of the game. But an ineffective trend we are seeing in prospecting these days is the lack of voicemail messages. Every morning, members of your sales team pick up the phone to [...]
How to attract, develop and retain a team of peak producers Whether you have spent ten years in the sales field or ten minutes, odds are you are familiar with the expression, “Always Be Closing.” True, it’s important for business owners to find a sales team who can close a deal. But for an organization [...]
3 reasons to thank your past experience with shoddy leaders Let’s face it. Not everyone that makes their way into upper management is fully equipped to lead. But working for one of these individuals can have long term implications on your career. In fact, maybe you had a boss—or bosses—that made your time at ABC [...]
Make the most out of the professional networking site with a stronger LinkedIn profile LinkedIn is one of the most relevant and powerful tools available for business people. It can enhance your career, help you build a stronger professional network and enable you to maintain relationships that otherwise may have been lost. Despite the benefits, [...]
Put the needs of your team first to become an extraordinary leader Extraordinary leaders are the ones who put their team and employee needs first, while keeping the overall mission of the organization in top of mind. These servant leaders, focus on the workers in order to build upon their strengths and work to bring them [...]