To be successful, especially in sales, sellers must make a different kind of connection with their customers.
It was early in my selling career. I finally coordinated and received confirmation on the date and time of the conference call. The con-call would consist of my technical sales engineer and myself talking to a new and highly influential prospect and her colleague evaluating our product offerings.
It took a couple of months to nail the time and date down between everyone’s busy schedule. But here we were, ready and anxious to make an immediate impact.
After we shared pleasantries, we asked…
I would add this: if you want to accelerate your performance in anything, you need to fail faster!
How understanding the components of intellectual humility helps sales effectiveness.
By now, most people heard of the concept of Emotional Intelligence. But do you know the true meaning of it?
As a society, most people aspire to focus on self-improvement by spending their energy in the pursuit of knowledge, education, experience, and intelligence. But do we have an understanding of our own emotions and how it affects others? How about an understanding of other people’s feelings?
Kerry Goyette, author of The Non-Obvious Guide to Emotional Intelligence, states the following:
When I ask people what comes to mind when they think…
The essential importance and keys of cultivating and keeping your customers.
Much of the headlines we see and read about companies revolve around sales figures, profits, and stock prices. Although these metrics are essential, they couldn’t sustain without one vitally important facet of any company — customer service.
“Customer service shouldn’t just be a department; it should be the entire company.” — Tony Hsieh, Founder & CEO of Zappos
The high-school math curriculum in the U.S. predates the age of modern computers.
Having one child go through high school and now witnessing two more actively involved with high school classes, it occurred to me that they are still being taught the same mathematics curriculum when I attended high school some years ago. This felt strange to me, especially working in the business and technology fields for most of my career, including my current home at a dynamic technology company that develops physics-based software for customers around the world.
Because my place of work employs a diverse set of very…
According to Tim Ferriss, achievement is gained through a refocus of priorities and a change in mindset.
Tim Ferriss has been listed as one of FAST Company’s “Most Innovative Business People.” Tim is also an angel investor to startups and invested in companies such as Uber, Facebook, Shopify, Alibaba, and 50+ others. He is an author of several books, including several bestsellers.
When asked about how people can achieve great success in what they desire, Tim isn’t shy about giving his advice. …
In most workplaces, it happens when you’re struggling and not doing well. When the pressure builds, you’re desperate — and you have nothing to lose by taking some risks. But by then, it’s often too late. You don’t have the resources to try different strategies or run bold experiments. As time goes on, pressure for quick results becomes the main driver.
The evidence suggests that the best time to shake things up is…when you’re doing well. That’s when you have the time, energy, and freedom to innovate. But unfortunately, research shows that success often makes us complacent. …
Why You Should Carry a Big, Long Mortgage Even Today
Do I dare disagree with Mr. Wonderful you ask? Well, yes, I do.
I first have to mention that I enjoy watching Kevin O’Leary (aka Mr. Wonderful) on “Shark Tank” and I’m a fan of him and the show. I also believe you can learn quite a bit of business principles strategy from the show.
However, his recommended financial advice about paying off your mortgage has me scratching my head.
In a recent article titled “Kevin O’Leary shares his best advice about paying off your mortgage,” Kevin states that the…
Meetings have increased in length and frequency over the past 50 years, to the point where executives spend an average of nearly 23 hours a week in them, up from less than 10 hours in the 1960s: stop the meeting madness. How much are you spending on your meetings?
All of us, at some point, experienced being in unproductive meetings. Have you ever completed the exercise to monetize the hidden costs of meetings?
No matter what profession we are in, time management comes down to making choices. …
When a Phone Call is Better Than Email
I understand it’s 2019. But just because technology keeps advancing doesn’t mean we still can’t value the simple things like … talking to one another.
I have two teenage daughters. The only times their phones are not in their hands are either when they’re sleeping or eating (well, maybe most of the time).
They also prefer to text with their friends, probably 80–90% of the time versus talking or face-timing. …
Multi-passionate Sales, Marketing, & Business Strategist|MBA, MST| Author of E-book “Ultimate Question Guide.” ABA-Always Be Asking. Views expressed are my own.