I was recently interviewed by marketing guru & serial entrepreneur Eric Keiles for his podcast show. During the 30 minute interview, we discuss:
1. The root causes of the “Growth Trap” that severely restrict profitable growth
2. How to eliminate Sales Ghosts permanently from your organization
3. How to dramatically improve the effectiveness of your sales hiring process
4. [...]
As we approach the end of of Q1 2010 it’s time once again to look at the scoreboard to see how your sales team is tracking toward your revenue goal. How are they doing? And how are you doing holding them accountable to deliver?
Here are some thoughts about improving accountability from Dave [...]
We have all been bombarded with hype and hoopla surrounding the Social Media phenomenon. My clients and other business leaders are asking themselves will my prospects, clients and strategic partners really take the time to be involved with social media? Is this something that I should really embrace?”
Here’s the answer.
Take 4 minutes to watch this [...]
As 2010 looms with continued economic uncertainty in full bloom, it is imperative – now more than ever – to proactively address weaknesses in your selling team. The most serious weak areas, however, are difficult to spot. In fact, they are virtually invisible because they stem from how your salespeople think as opposed to what they do. Here are 5 (invisible) reasons why your salespeople will underperform in 2010.
Are you an “influence genius?” Take this short quiz to determine your Influence IQ and to learn about influence and persuasion techniques.
Choose the best answer from the options to discover your Influence Quotient. Dr Robert Cialdini, the leading expert on Influence and Persuasion presents a simple quiz that can help you (and your team) understand [...]
One of the keys to developing leverage in business is to ensure that revenue is generated as evenly as possible across your selling team. Yet many business owners find their sales results to be lopsided – either generating the lion’s share themselves or having one or two star performers amid a field of mediocrity. [...]
Did you know there is a “second” set of Ten Commandments?
They offer very sound advice! The following is reprinted from Harvey Mackay, author and Chairman of Mackay Envelope Corporation.
We all know about the original Ten Commandments, but have you ever heard of the Second Ten Commandments? I don’t remember who sent them to me – these [...]
Also posted in Leadership |
(Today’s post is part two of a two part series on Office Politics)
Three Phases of Political Competence
Political competence is a three-phase process. To bring people to your side, you must follow a systematic sequence. Otherwise, you may spend too much time talking with people who don’t need to be convinced of your idea’s merits. You [...]
Also posted in Leadership |
(This is part 1 of a 2 part post on Office Politics, please stay tuned for part 2 on the Three Phases of Political Competence)
Political savvy is a vital competence for any executive, but it’s not taught in leadership or grad school courses. In fact, the term “office politics” has received a bad rap. (Words [...]
Also posted in Leadership |
Leaders are remembered for their best and worst judgment calls, especially when the stakes are high, information is limited and the correct call is far from obvious. In the face of ambiguity, uncertainty and conflicting demands, the quality of a leader’s judgment and decision making determines the entire organization’s fate.
That’s why leadership experts Noel M. [...]
