What does a visionary leader do that most other leaders don’t? Do I have to be a visionary leader to create breakthrough products and services? Why do I need to be visionary? These are some of the questions I hear from my clients. Over the past 25 years, I’ve worked…
CEOs are focused on growth this year and wish that their marketing and leadership teams would focus on it, as well. Over the past 18 months, CEOs have let external issues dominate their agendas but they know it’s now time to look at what needs to be done to keep…
This coming week, on Monday, January 21, we will be celebrating Dr. Martin Luther King’s life. Many leaders are faced with giving presentations to a wide range of people. I thought it might be helpful to share some of the things Dr. King used to move and influence sometimes less…
Yesterday, we pointed out that you need Jack Reacher on your team. Let’s continue to explore the reasons why. The second strength your sales professionals need to develop is agility. They must be more agile than in the past. Creating stronger relationships with others means letting go of your own…
So we’re back to work in the New Year. How do you jumpstart your sales in the coming year? I’m going to share a profile of a sales professional that can light up your sales team this year. I warn you this may not be the most traditional sales hire,…
When you first start out with your team selling efforts there is a lot of excitement around the idea. Without nurturing and consistently selling the idea, it can become old very quickly. A team selling approach requires a number of changes from everyone on the team. For example, without feedback,…
I’d like to wish you and your family a Merry Christmas. We’ve enjoyed sharing with you over the past year. We look forward to sharing more with you in the coming year. For those of you who have been reading us over the last several years, we appreciate your following and…
With all the changes going on in your markets, how do you increase your sales professionals’ effectiveness and results? Over the past several years we’ve seen sales cycles getting longer, fewer qualified meetings with clients, and lower sales volume. The year 2013 is going to be a challenging selling year…
How do you create a winning sales strategy? I received several notes last week on my blog asking how Zig Ziglar would train sales professionals today. One reader asked me what big trends were impacting sales professionals and what skills will be required to succeed in selling in the…
Zig Ziglar was an American Success story. He passed away last week. When someone passes away, you realize you never had that chance to tell him how much he meant to you and your life. Zig taught me how to sell in the 1980’s. I can’t think of a person…