In the years we have spent developing leadership skills in business professionals, we have run across some common misconceptions. If you are committed to leading your team to success, you will want to follow the 7 Steps in this article.
A few months ago, one of our clients told us how he used a powerful technique to help one of his team members who was having some problems with moving buyers toward a decision. During a role-play session, he shared a Sandler strategy called “stripping line.”
Most negotiating problems are selling problems - weaknesses in the sales process that become evident when you go to final negotiation. Great negotiators focus on being great sellers first, reducing the amount of negotiating to a minimum. The key is to make sure you don’t just treat the symptoms, but that you go to the source.
The last couple of months we have been examining the top 13 characteristics that the most successful companies adopt. (Read part 1 here and read part 2 here). We finish off this series with the last 5 characteristics of winning corporate cultures.
We are more than 30 days into the New Year. How are you tracking with the implementation and commitment of your goals? Last month we outlined the first 4 of 13 characteristics of what it takes to get to the next level. Following are 4 more characteristics that winning corporate cultures should have in order to achieve excellence.
Typically companies jump into a new year with plans and initiatives that they are ready to commit to and implement. We are often asked what it takes to get to the next level. Outlined below are 4 of the top 13 characteristics that winning corporate cultures should have in order to achieve excellence.
Have you ever really thought about how much time a sales rep puts into an activity for the sole purpose of completing the activity? With each activity, does the sales person stop and consider what the goals are, whether the activity supports the goals and/or what the measurable outcome should be?
When a business owner comes to me with a seemingly intractable problem, I know with near certainty before the conversation begins that the issue at hand boils down to a break down in relations: with customers, clients, or staff.