Lessons from the Lion Tamer: Power, Bearing, and Why Johnny Can’t Sell (Part 4 of 5)
Last week I showed you a simple example of how a salesperson’s “bearing” helps wield power in an environment where they have territory exclusivity. This week I’ll show you how it can work even in an industry requiring competitive RFQs. Power Exists Even in an RFQ EnvironmentBrand positioning, power, proof of credibility, and bearing play […]
Straight Talk from the Experts
Hello, I wanted to let you know about an exciting event taking place this Monday, July 14–I will be a guest on the Stepp Stevens Sydnor radio show. The broadcast will take place at 4:00 PM Eastern, 3:00 PM Central. Please see the information below for details. If you are unable to listen to the […]
Lessons from the Lion Tamer: Power, Bearing, and Why Johnny Can’t Sell (Part 3 of 5)
Last week we discussed how your brand positioning and proof of superiority (eg, in the form of testimonials) provide some power to salespeople. This week, we’ll discuss “bearing,” that hard to describe quality that distinguishes powerful salespeople from the not so powerful. The Salesperson’s BearingPeople in the market don’t know who they can trust. They […]
Lessons from the Lion Tamer: Power, Bearing, and Why Johnny Can’t Sell (Part 3 of 5)
Last week we discussed how your brand positioning and proof of superiority (eg, in the form of testimonials) provide some power to salespeople. This week, we’ll discuss “bearing,” that hard to describe quality that distinguishes powerful salespeople from the not so powerful. The Salesperson’s BearingPeople in the market don’t know who they can trust. They […]
Lessons from the Lion Tamer: Power, Bearing, and Why Johnny Can’t Sell (Part 2 of 5)
Last week I told you one example of how you can “get the cats on the boxes.” This week I’ll show you some other ways salespeople can get some power. Where Do Your Salespeople Get Power? I use Dan Kennedy as an example because he is so focused on power and control in his sales […]
Lessons from the Lion Tamer: Power, Bearing, and Why Johnny Can’t Sell (Part 2 of 5)
Last week I told you one example of how you can “get the cats on the boxes.” This week I’ll show you some other ways salespeople can get some power. Where Do Your Salespeople Get Power? I use Dan Kennedy as an example because he is so focused on power and control in his sales […]
Lessons from the Lion Tamer: Power, Bearing, and Why Johnny Can’t Sell (Part 1 of 5)
Do you remember watching the lion tamer at the circus when you were a kid? Alone he would step into a cage with several wild cats. Twice his weight, they flashed their teeth and claws. Yet when he cracked his whip, the big cats jumped on the boxes and stayed there. When the cats are […]
Lessons from the Lion Tamer: Power, Bearing, and Why Johnny Can’t Sell (Part 1 of 5)
Do you remember watching the lion tamer at the circus when you were a kid? Alone he would step into a cage with several wild cats. Twice his weight, they flashed their teeth and claws. Yet when he cracked his whip, the big cats jumped on the boxes and stayed there. When the cats are […]
Seven Ways to Permanently Improve Sales
Hello, Today is my birthday, so I hope you have a great day. Michael Webb________________________________________________________________________________Seven Ways to Permanently Improve Sales Leading a company is a difficult job in the best of times. Yet executives can take common sense steps to make things easier to generate customer revenue. Our work in a variety of industries has […]
How Helpful Is Your Business Information “Dashboard?”
Every executive I know wants easier ways to get information about what is happening in their business. Most big software applications include some kind of “Executive Dashboard” in order to meet this need. If only the problems were solvable with software! It’s not. A discussion of this topic that is well worth reading was posted […]
