Face or Phone Time To Fill Your Sales Pipeline?
Have you noticed that the higher up people move in their organizations or the longer someone has been in a sales role, whether it be in professional services or a traditional sales role, the farther away they move from the daily regimen of outbound prospecting calls to schedule appointments to increase their sales pipeline? Furthermore,…
Think Before You Communicate
So often verbal communications do not work out the way people want. They cause a completely different outcome from their intended purpose. The challenge is not just the words one uses. It is the tone and body language of the delivery. Research tells us that words make up only 7% of the communication we receive.…
Stop Competing on Price
It is not unusual to find companies that have made a lot of changes to the business only to find that those changes had little impact on its ability to increase market share, or worse yet, caused market share to decline. It is also common to go into companies and find only a small percentage…
Commitment Is Rare
Many people think that making a decision is the same as making a commitment. This could be the farthest from the truth. Actually, the hardest decisions oftentimes have the weakest commitments, particularly the larger the group size. Does this scenario sound familiar to you? More than a year is spent thinking about something; maybe even…
Conflict Avoidance Hurts Teamwork
A great way to tell whether you have a strong team is by the amount of regular, healthy conflicts that occur in meetings when decisions are being made and if decisions are really being made at all. It is often said that if everyone agrees than someone is not needed. This may be true but…
