Restoring the Personal Touch

In business, technology is the indispensable enabler of communications, customer service, productivity and other functions.  You cannot compete without it. But people want to do business with other people, not with faceless companies or their technology.  If technology identifies a new opportunity, how can you transform it into a personal interaction? Years ago, our parents and grandparents knew the people that sold them their food, hardware, shoes, etc. and B-to-B transactions were conducted across a …

Read more

You Can’t Cause Change With A Memo

Change is inevitable. Organizations are always adapting to meet shifting market conditions, to enable their growth, etc. Resistance to change is also inevitable.  It takes more than a memo containing a few bullet points to overcome this resistance. What seems crystal clear to you regarding a pending change initiative is often less straightforward for those impacted by the change. Expect it to take much longer than you imagined to implement a major change. Plan your …

Read more

4-Part Sales Discovery Motivates Action

The most critical part of any sales process is Discovery – seeking to uncover a prospect’s needs and goals.  Prospects become customers once they confirm that you have heard their story, can meet their goals as well as their needs, and could actually exceed their expectations. Productive sales Discovery does much more than uncovering a prospect’s needs and goals.  It: Encourages prospects to do the talking; Provides an opportunity for you to demonstrate empathy; Enables …

Read more

What Happens To You…Happens To Me

We interact with this world through our five senses. We are feeling beings who think, not thinkers who feel. When you care about someone else, you are invested them – what happens to them, happens to you. When your child is recognized for an accomplishment, you feel the pride that they feel. When something bad happens to your good friend, you feel the pain they feel. When your employee or associate is acknowledged for achieving a goal, you …

Read more

Working with Distributors – Quotas Aren’t Enough

The working relationship between manufacturer and distributor is often defined by sales quotas.  But using only quotas to manage this vital affiliation does not preserve the relationship’s primary, mutually beneficial purpose of sustaining growth in the market.  When that purpose is unclear, and it becomes separated from the profit motive, bad things happen. The original purpose of the manufacturer-distributor working relationship was to increase sales by expanding market coverage in local markets.  For a while, …

Read more

When They Don’t Get It, It’s Not Them!

Many leaders believe that strong leadership and a clear plan are enough to align their people and muster the energy they need to act. But when people don’t seem to get your message, look first to yourself. When people know where they are headed, they typically try to move in that direction. When everyone is pursuing the same goals and they are encouraged to achieve great things, enthusiasm grows and energy is invested. People want …

Read more

A Day For Reflection

On this day, 13 years ago, we rediscovered the value of life and love. We were forced to reconsider our priorities, to stand together, to comfort one another and to recall our purpose as Americans. The years have passed, but for those of us who experienced it, that day is burned into our memories. That one single day and its aftermath changed the lives of many and of our nation as a whole. There is …

Read more

6 Steps of Listening That Improve Results

During a recent workshop, Joseph was consumed with his phone. When he did choose to participate with the group, he would ask me to repeat comments or he would interrupt with an untimely question. At one point in the workshop, each participant described the primary problems they were having building their business, and salesman Joseph described his inability to really connect with his customers and prospects. He just couldn’t get them to seriously engage with …

Read more

“Why” Is More Vital Than “What”

Conversations with new prospects initially focus on what you have to offer. Their first priority is to learn if your business is credible and can fulfill their requirements. What happens next determines if you will gain preference versus your competitors. Once your business is validated as a potential supplier, you get to turn the dialogue towards “why” you are the best possible supplier. Prospects become customers once they discover “why” you seek their business – the right “why” response …

Read more

Is ‘Busyness’ Your Excuse?

There are only a finite number of productive hours in your day. Every leader is busy and often it feels like there isn’t enough time to accomplish everything you planned. Is ‘busyness’ your excuse for not investing enough time to build your business? Is it sabotaging your growth? How many of your hours are wasted on simple, routine activities that rob you of valuable time and distract you from your planned productive day? You shift …

Read more