Kim Alexandre, on February 9, 2015
A few nights before the Super Bowl, we were all gathered around the dinner table, discussing the upcoming “big game.” My daughter suggested that the Super Bowl should be a national holiday. I asked why and she said, “It happens every year no matter what, everyone pays attention, even if they don’t like football, because they want to see the commercials, and we watch the whole game just for the commercials. So we should get the day off of school, making it a holiday!”
Kurt Sima, on February 9, 2015
Improving Sales Performance Often Requires Changing Focus
Have you ever had a ticket to this movie as a B2B sales consultant?
You’ve been working with a sales organization for a year or so and installed the following systems:
And nothing is happening… sales performance remains the same!
As B2B sales training consultants we often overlook the concept of focus and control when helping struggling sales organizations. Simply put, two things exist in the world of salespeople: Things they control and things they do not control.
Kathleen O. Celmins, on February 6, 2015
This week was excellent in terms of content found online.
Here's what piqued our interest this week:
Steve Marx, on February 5, 2015
Mike Anderson, on February 3, 2015
More than anything else, I write about industry, economic, and consumer trends at The Marketing Mind Blog. But there is one trend that deserves some attention here on this sales-oriented blog: 2014 has been the best year for job growth since 1999. That’s according to a story from CNN Money, but it’s not hard to find other evidence of solid employment growth.
Kathleen O. Celmins, on January 30, 2015
This was another great week of stories told on the internet.
Beth Sunshine, on January 29, 2015
My job as a Talent Analyst and coach often allows me to be the fly on the wall within our client organizations. I am able to observe the performance of highly talented salespeople and sales managers and witness the milestones and potholes on their journey to success. One of my greatest takeaways has been the value of effective performance feedback. It is often the difference-maker between those that achieve greatness and those that don’t.
Greg Giersch, on January 28, 2015
In sales we often feel that if a prospect doesn’t buy from us we’ve somehow failed. Some sales managers reinforce this belief. The truth is that not all prospects are created equally. As with your active clients, some prospects are clearly better than others.
Dana Bojcic, on January 27, 2015
“I’ve got you at a 10 and I need you at a 5.”I say that to my youngest son sometimes… when he is coming at me full-steam and talking to me a mile a minute. Of course I say it in a joking way, and he knows what I mean—that I need him to slow down a little bit so I can actually understand what he is trying to tell me.
Mike Anderson, on January 26, 2015
Last week, my daughter-in-law arrived at our house with two really enthusiastic grandkids after a stop at the mall. My granddaughter was carrying a brand new Build-a-Bear. And my grandson was all fired up about a new bag of Legos he was allowed to buy… and couldn’t wait for help from Grandpa in building something really cool.
