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Add You - Peyton Taught Tony: Let Jack Teach You
Sales Training 202
Okay so you have your sales teams in place and they are trained and have been making decent numbers and all of a sudden a new competitor appears on the market in your region and the market also seems to be taking a turn for the worst. Industry analysts are calling for a minor industry sector rotation and downturn in your market.You feel that many of your sales people are becoming disenchanted and may quit. One has already quit and left the company, you are worried they may even end up at the new competition even though they have a non-competition clause in their contract.You can sit their and sulk and misery loves company as we know so you will have plenty of those who will commiserate with you. Or you can get busy and get it done and build some strength of character in the process for you and your orga
cago yesterday.Okay so you have your sales teams in place and they are trained and have been making decent numbers and all of a sudden a new competitor appears on the market in your region and the market also seems to be taking a turn for the worst. Industry analysts are calling for a minor industry sector rotation and downturn in your market.You feel that many of your sales people are becoming disenchanted and may quit. One has already quit and left the company, you are worried they may even end up at the new competition even though they have a non-competition clause in their contract.You can sit their and sulk and misery loves company as we know so you will have plenty of those who will commiserate with you. Or you can get busy and get it done and build some strength of character in the process for you and your orga
Let’s think about this for a moment however. When was the last time you threw a tantrum when
Are You Getting in Your Own Way? (A Marketing Insensitive)
If you are not seeing the sales and marketing results that you desire you might want to take a hard look at your communication style for both spoken and written communications. You could be getting in your own way.Think about your goal in every communication you have with a prospect or customer. Then look at how you communicate with that prospect or customer. Are you getting the looked for results?Recently I offered a series of free teleseminars. My goals for the teleseminars were to help attendees with difficult prospecting issues and to introduce a new product, “Cold Calling College.” As an incentive to purchase the product I offered a one-day only discount (standard marketing procedure.) Here is an e-mail that I received from one of the participants:“Dear Wendy,“I thought the concepts o
So are you Bears fans recovered yet? Have we moved on? It is only a game and while you might be bummed over the outcome, try putting yourselves into the shoes of the players. I have always found it astonishing how people who have no real connection to a sports team can throw so much emotion into a team loss (or win). Here’s a frightening fact……….absentee rate on the Monday following the Super Bowl is usually up 6%! It was expected to be a lot higher in Chicago yesterday.If you are not seeing the sales and marketing results that you desire you might want to take a hard look at your communication style for both spoken and written communications. You could be getting in your own way.Think about your goal in every communication you have with a prospect or customer. Then look at how you communicate with that prospect or customer. Are you getting the looked for results?Recently I offered a series of free teleseminars. My goals for the teleseminars were to help attendees with difficult prospecting issues and to introduce a new product, “Cold Calling College.” As an incentive to purchase the product I offered a one-day only discount (standard marketing procedure.) Here is an e-mail that I received from one of the participants:“Dear Wendy,“I thought the concepts o
Let’s think about this for a moment however. When was the last time you threw a tantrum when y
Transforming Your Sales Force by Creating Specific Expectations
I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he couldn't get them to do what he wanted them to do. Here's the example he shared.He wanted the salespeople to call on new prospects to expand the company's base. Instead of just seeing established customers, he asked them to call on prospects, and report back to him on the progress they were making.There were almost no results. Instead he got comments like: "I'm not going to do this, I'm not a new salesperson." Or, "That's just more paperwork." This list could go on and on. The salespeople resented being asked to do something they saw as outside of their
come, try putting yourselves into the shoes of the players. I have always found it astonishing how people who have no real connection to a sports team can throw so much emotion into a team loss (or win). Here’s a frightening fact……….absentee rate on the Monday following the Super Bowl is usually up 6%! It was expected to be a lot higher in Chicago yesterday.I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he couldn't get them to do what he wanted them to do. Here's the example he shared.He wanted the salespeople to call on new prospects to expand the company's base. Instead of just seeing established customers, he asked them to call on prospects, and report back to him on the progress they were making.There were almost no results. Instead he got comments like: "I'm not going to do this, I'm not a new salesperson." Or, "That's just more paperwork." This list could go on and on. The salespeople resented being asked to do something they saw as outside of their
Let’s think about this for a moment however. When was the last time you threw a tantrum when
Training is Not an Option
Those that understand the importance of training absolutely know this to be a fact. It’s not a belief or an opinion, or a preference. It’s certainly not an attitude. It’s a cold hard fact: training is important.But there’s a strange problem here; and you probably know what it is, either directly or indirectly.Many people know that training is important – because, at one time or another, and in one form or another, we’ve all been valuably trained in something, or trained someone else to do something useful – yet this basic knowledge is not widely reflected in the world of work. It’s clear importance is not fully understood, and therefore, not fully exploited to make life easier and more profitable.Unraveling the Strange Problem: Changing PerceptionsThe core of this probl
no real connection to a sports team can throw so much emotion into a team loss (or win). Here’s a frightening fact……….absentee rate on the Monday following the Super Bowl is usually up 6%! It was expected to be a lot higher in Chicago yesterday.Those that understand the importance of training absolutely know this to be a fact. It’s not a belief or an opinion, or a preference. It’s certainly not an attitude. It’s a cold hard fact: training is important.But there’s a strange problem here; and you probably know what it is, either directly or indirectly.Many people know that training is important – because, at one time or another, and in one form or another, we’ve all been valuably trained in something, or trained someone else to do something useful – yet this basic knowledge is not widely reflected in the world of work. It’s clear importance is not fully understood, and therefore, not fully exploited to make life easier and more profitable.Unraveling the Strange Problem: Changing PerceptionsThe core of this probl
Let’s think about this for a moment however. When was the last time you threw a tantrum when
Egypt Marches as Next Offshore Outsourcing Hot-Spot
Recently Egypt ranked number 12, at Kearney, in a list of top offshore outsourcing destinations and with that the nation’s share for the offshore activities and call centre gaps up but still at very small scale with global market.As predicted by one of the analyst, it will show a growth more than 50 per cent over the next one year or so. Egypt can be for Europe like India is to the American Xceed, Egypt's leading call centre organizations has over 1,210 seat operation for a new government subsidized high technical smart village just outside the Cairo where salaries for staff-employees, working on offshore outsourcing accounts ranges from 200 to 250 ? per month.The organization, whose clients are likes General Motors, Oracle and Microsoft, are not having problem t
…….absentee rate on the Monday following the Super Bowl is usually up 6%! It was expected to be a lot higher in Chicago yesterday.Recently Egypt ranked number 12, at Kearney, in a list of top offshore outsourcing destinations and with that the nation’s share for the offshore activities and call centre gaps up but still at very small scale with global market.As predicted by one of the analyst, it will show a growth more than 50 per cent over the next one year or so. Egypt can be for Europe like India is to the American Xceed, Egypt's leading call centre organizations has over 1,210 seat operation for a new government subsidized high technical smart village just outside the Cairo where salaries for staff-employees, working on offshore outsourcing accounts ranges from 200 to 250 ? per month.The organization, whose clients are likes General Motors, Oracle and Microsoft, are not having problem t
Let’s think about this for a moment however. When was the last time you threw a tantrum when
Leadership's 11 Principles
All functions of business operate on a grounding of principled actions and behaviors. So it is with leadership. These principles define the parameters for the leader's code of conduct. They become a framework through which decisions can be channeled and validated.Eleven Principles of Leadership have been coded by management practitioners over decades. These have stood the test of time, survived assorted applications, and produced results. A list of the principles and their brief explanations follows.1. Be proficient in all that you do. Followers expect leaders to be expert in the job level assigned. You can get success for a while on your looks, wit, and charm but sooner or later you must produce consistent, real time results.2. Live your values. Don't get caught in the say/do gap trap. If you pr
cago yesterday.All functions of business operate on a grounding of principled actions and behaviors. So it is with leadership. These principles define the parameters for the leader's code of conduct. They become a framework through which decisions can be channeled and validated.Eleven Principles of Leadership have been coded by management practitioners over decades. These have stood the test of time, survived assorted applications, and produced results. A list of the principles and their brief explanations follows.1. Be proficient in all that you do. Followers expect leaders to be expert in the job level assigned. You can get success for a while on your looks, wit, and charm but sooner or later you must produce consistent, real time results.2. Live your values. Don't get caught in the say/do gap trap. If you pr
Let’s think about this for a moment however. When was the last time you threw a tantrum when your work team didn’t meet a deadline or lost a bid for a project? Or better yet, how many people do you know who show up to work with their company logo painted across their face, scalp, back, or hairy-round-beer-infused stomach?
Why is it that the kind of team spirit that is displayed for our favorite football or basketball team is rarely displayed with a work team? And what does this have to do with anything?
Chill. Isn’t there always a messa
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