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Other Added - Vision at Work
Can You Compartmentalize Your Life And Career
An ongoing challenge for many salespeople is the ability to ‘compartmentalize’ areas of their life. Let me explain.As a writer, it is important for me to be able to set aside all life challenges, issues and problems once I sit at my computer to create. This is often easier said than done. Let’s say your spouse just announced after 25 years of marriage he or she is leaving. Your car has just been repossessed and your teenager is in jail on drug charges. Not a pretty picture. Fortunately, none of us have this much hit us simultaneously. Anyway, the ability to keep these issues s
Norman Cousins reflects, "The capacity for hope is the most significant fact of life. It proviAn ongoing challenge for many salespeople is the ability to ‘compartmentalize’ areas of their life. Let me explain.As a writer, it is important for me to be able to set aside all life challenges, issues and problems once I sit at my computer to create. This is often easier said than done. Let’s say your spouse just announced after 25 years of marriage he or she is leaving. Your car has just been repossessed and your teenager is in jail on drug charges. Not a pretty picture. Fortunately, none of us have this much hit us simultaneously. Anyway, the ability to keep these issues s
How to Control Workplace Violence
Everybody is aware of the sensational cases of workplace violence, where the perpetrator revisits his old workplace and shoots his previous workmates, and perhaps his former employer, then turns the gun on himself. It makes a good story, and then is forgotten about. The cause is never known because the killer is dead.Not all cases of workplace violence are like that: far from it in fact. In the type of case that occurs every day, an employee resorts to violence for predictable or unpredictable reasons. It will not reach the press unless it results in death. The problem is t
"Vision is one of the least understood – and most overused – terms in the language...when you have superb alignment, a visitor could drop into your organization from another planet and infer the vision without having to read it on paper." — Jim Collins, Author of Built to Last and Good to GreatEverybody is aware of the sensational cases of workplace violence, where the perpetrator revisits his old workplace and shoots his previous workmates, and perhaps his former employer, then turns the gun on himself. It makes a good story, and then is forgotten about. The cause is never known because the killer is dead.Not all cases of workplace violence are like that: far from it in fact. In the type of case that occurs every day, an employee resorts to violence for predictable or unpredictable reasons. It will not reach the press unless it results in death. The problem is t
Strong leaders make people hopeful about the future. As editor and writer Norman Cousins reflects, "The capacity for hope is the most significant fact of life. It provi
Stop Your Marketing Leaks
Thirty percent of all the drinkable water that runs between the plant and your faucet is lost to leaky pipes. In marketing, thirty percent of our business is lost to leaky follow up. Even professional sales people have leaky follow up when they stop after one or two contact points. How much business are you letting get lost to your leaky pipes. Here are some ways to tape them up or you may have to replace some fittings: 1. Do a check up of your follow-up system from the time of precontact to six months later. Since only 2% of sales occur after a first contact a
have superb alignment, a visitor could drop into your organization from another planet and infer the vision without having to read it on paper." — Jim Collins, Author of Built to Last and Good to GreatThirty percent of all the drinkable water that runs between the plant and your faucet is lost to leaky pipes. In marketing, thirty percent of our business is lost to leaky follow up. Even professional sales people have leaky follow up when they stop after one or two contact points. How much business are you letting get lost to your leaky pipes. Here are some ways to tape them up or you may have to replace some fittings: 1. Do a check up of your follow-up system from the time of precontact to six months later. Since only 2% of sales occur after a first contact a
Strong leaders make people hopeful about the future. As editor and writer Norman Cousins reflects, "The capacity for hope is the most significant fact of life. It provi
The Best Job In The World
Ever wonder what the best job in the world is? It's not a professional sports player. It's not the lead singer in a rock band. It's not a doctor. It's not a lawyer. It's not an architect. It's not a CEO in a Fortune 500 company.What is the best job in the world? If you wake up each morning excited and eager to go to work, you have the best job in the world. If you earn an above average income, you have the best job in the world. If you consider your co-workers and colleagues as friends, you have the best job in the world. If you get to d
er the vision without having to read it on paper." — Jim Collins, Author of Built to Last and Good to GreatEver wonder what the best job in the world is? It's not a professional sports player. It's not the lead singer in a rock band. It's not a doctor. It's not a lawyer. It's not an architect. It's not a CEO in a Fortune 500 company.What is the best job in the world? If you wake up each morning excited and eager to go to work, you have the best job in the world. If you earn an above average income, you have the best job in the world. If you consider your co-workers and colleagues as friends, you have the best job in the world. If you get to d
Strong leaders make people hopeful about the future. As editor and writer Norman Cousins reflects, "The capacity for hope is the most significant fact of life. It provi
Strategy and Tactics in Marketing
Most companies only operate on a tactical level. This amounts to the boss going to the staff and saying “Go get more business.” It’s been said that more sales will cure almost any business problem. While this is true, the strategic business will be set up in such a way that every tactic implemented will drive sales and gain ground on achieving the over-all strategic goals. When a sale is made it’s a great moment! However as soon as the deal is done you are OUT OF BUSINESS. You now have to get out there and chase the next sale and the next sale and the next, ad infinitum! Let's define
Good to GreatMost companies only operate on a tactical level. This amounts to the boss going to the staff and saying “Go get more business.” It’s been said that more sales will cure almost any business problem. While this is true, the strategic business will be set up in such a way that every tactic implemented will drive sales and gain ground on achieving the over-all strategic goals. When a sale is made it’s a great moment! However as soon as the deal is done you are OUT OF BUSINESS. You now have to get out there and chase the next sale and the next sale and the next, ad infinitum! Let's define
Strong leaders make people hopeful about the future. As editor and writer Norman Cousins reflects, "The capacity for hope is the most significant fact of life. It provi
5 Steps To Improve Sales Probability
At the beginning of every sales process, there is some form of needs assessment performed by the buyer and seller. When sales reps are tasked with “opportunity creation,” uncovering a pain which forces the customer to take immediate action is the key to sustained success. Let’s look at some ways you can utilize pain to further the sales process.First, have you uncovered a true pain that impacts the entire organization you’re selling to? If the solution you are proposing is merely an easier way to do things yet doesn’t contribute directly to a primary busines
Norman Cousins reflects, "The capacity for hope is the most significant fact of life. It provides human beings with a sense of destination and the energy to get started." Hope is a key activator. When faced with major changes, leaders optimistically focus everyone's attention on the possibilities. They look for signs of progress and reinforce those to build forward momentum. A compelling vision of the team or organization's preferred future keeps people from obsessi
At the beginning of every sales process, there is some form of needs assessment performed by the buyer and seller. When sales reps are tasked with “opportunity creation,” uncovering a pain which forces the customer to take immediate action is the key to sustained success. Let’s look at some ways you can utilize pain to further the sales process.First, have you uncovered a true pain that impacts the entire organization you’re selling to? If the solution you are proposing is merely an easier way to do things yet doesn’t contribute directly to a primary busines
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