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 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 […]
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 […]
Are Your Salespeople Making the Most of "Face Time" With Your Customers?
Hello, This week’s article refreshes a piece I wrote about several years ago. Organizations have a hard time improving their sales. This is not just because people need to perform better. Often it is also because the organization has to change if people are to have a chance of performing better. Executives, stuck with the […]
Three Proven Tactics to Get Salespeople’s Cooperation in Launching New Initiatives
Hello, This time is supposed to be one of the most depressing weeks in the year, with the weather, the Holiday bills, and lack of sunshine (not to mention the sliding stock market!). I hope you’re finding some warmth and reward and making it through. I spent most of my time since last week at […]
Need to Improve Salespeople’s Behaviors? Don’t Bother with Sales Training or CRM Until You Face the Facts
Hello, I hope your year is winding up well. After next week, with only a few weeks left, people’s attention will turn to holiday parties and planning for next year. I’m off to Canada again for the week, and I hope to write up a case example for you about this project soon. Our goal […]
Clarifying Things That Count: How to Use Qualification Criteria to Improve Your Salespeople’s Results
How applying qualification criteria properly can create dramatic improvements in sales results.
BPTrends.com Gives "Sales and Marketing the Six Sigma Way" Top Rating
Paul Harmon of BPTrends gives a glowing review of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006) by Michael Webb and Tom Gorman.
Why Your CRM Probably Won’t Improve Your Sales or Forecast Accuracy (and Why It’s Not Your CRM Vendor’s Fault!)
Why CRM software only makes things worse if you have not properly defined the sales process.
