Most ineffective presenters and speakers I have heard commit the cardinal sin of spending too much time developing the body of their information. Sure, I know the body of your presentation is...Connect With Us
 |
 |
 |
 |
Monthly Archives: October 2011
Grab Their Attention and Close with a Bang
Most ineffective presenters and speakers I have heard commit the cardinal sin of spending too much time developing the body of their information. Sure, I know the body of your presentation is...Get in the habit of regularly, honestly measuring results
Some sales professionals become a little uneasy when it comes to measuring performance. They are uncomfortable with pipeline reviews and evaluation sessions (unless they have had a good month and the...Getting more out of YOU! Parts 2 & 3 – Managing the Weekly and Daily Time Cycles
As mentioned in part 1, there are 13 weeks in quarter. Every wasted week represents a 7.5% LOSS. After only four weeks you will lose 30%...Quick Tip – Open the Door to Potentially Tense Conversations
People on your team or in your office hate to be kept in the dark. Secrecy on the part of managers is the number one cause of office gossip and...Get in the Habit of Setting Goals
Typical sales professionals too often let their pipelines set their agenda, doing the best they can to follow up on whatever leads fall into their laps and working hard to close whatever business...In Customer Service, Manners Matter
Great customer service begins and ends with good manners. Something as simple as this can translate into a very loyal customer base. Just in case you have never heard this before, remember this: in today’s...Getting More out of YOU! Part 1 – the Quarterly Time Cycle
Many of us are over-tasked, over-informed, over-scheduled and over-communicated. Regardless of how many people you manage, how many projects you are involved in, how many customers you call...Presentations Quick Tip: Power of Facial Expressions
New research confirms that facial expressions have tremendous power to influence both ourselves and those around us. When test subjects were shown a series of pictures of people with unpleasant expressions on their...Get in the Habit of Building Relationships Across the Customer Organization
In a typical sales process, the emphasis is generally on identifying the decision maker and doing whatever you can to get in front of them with your offer. Certainly,...Quick Tip: Get SMART with Delegation
Every manager knows that the key to getting things done is through effective delegation. However, there is a difference between delegating and simply assigning a task. Delegation involves giving someone both the responsibility and...