How far and fast we climb also depends on how we see ourselves and the labels we put on ourselves. Our identity! A study was done in 2009 on a sample of 60 salespeople from a Fortune 100 high technology firm responsible for managing multi-million dollar customer projects and it was based on the role …
How To Expand Your Identity And Experience Increased Results Read More »
The fifth hammer doesn’t contribute beauty and magic by fitting in. The fifth hammer makes a difference by standing out.” – Seth Godin. Ever said those words? Ever said those words and it worked out? Ever said those words about a new way to engage your buyer? The #1 challenge all salespeople and sales leaders I …
The buyer approach that might just work, so definitely give it a go! Read More »
I was reminded the other day of a dilemma occurring more and more on the sales floor when it comes to motivating a salesperson to do the tasks that their role demands of them, especially with budgets not being met as speedily and sustainably as one would want. A sales manager at his wits end …
“Baby I’ve been here before, I know this room and I’ve walked this floor” Hallelujah, Leonard Cohen The words that I rock out to when I feel that things aren’t going to plan – that help me get clear on why I do what I do and why walking away is not an option. Sometimes, temporarily …
I remember hearing someone say once ‘Bernadette, the answer is always no, unless you ask’ and I have always remembered that. Whether I am lost in the car and can’t get the directions right, I will stop and ask someone for help, whereas my husband would rather keep driving until he finds the right road …
How Top Salespeople Have Perfected Asking For The Order Read More »
Salespeople – It doesn’t worry me that your sales process is not perfect so long as you help me think differently, help me be better at what I do. Do that and you will be adding value to my role – anything else and you are like everyone else – boring, vanilla and beige. Salespeople– Be …
Have you seen this? An open message from a buyer to a seller… Read More »
Are you an achiever or a perfectionist? Are you an achiever or a perfectionist? I remember being told that a perfectionist “has absolutely no standards” and at the time challenged that person’s beliefs, until I started coaching what I considered to be high achievers. People who were in senior roles, people who were activists and …
A bit of a provocative and disruptive statement that calls for an interesting conversation. Let’s consider for a moment all the statistics floating around about buyers, and the knowledge they now have at their finger-tips about potential products. Anywhere from 48% to 79% of buyers already know what they want to buy because of their …
Did he get it wrong? Yes and No! The power of purpose, the power of why is fundamental to our legacy, our leadership and our day to day living. Those that have it are driven, have a pull that creates its own powerful momentum and almost creates a life of its own. I mean, all …
I’m 36,000 feet in the air as I write this and have just come off the back of a two day program on how to ‘Think Like a Customer’. It’s a Friday night, I’m tired and just want to kick back for a couple of hours and unwind with a glass of wine and read. …
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