Articles: Sales Leadership

The Genius of Quarterly Sprints

I was working with a client recently putting the final touches on a quarterly sales contest he was conducting with his team. We noticed from past quarterly contests that his people started well and ended well, but in-between they needed extra motivation. So we added a few fun twists for weeks five, six, seven, and […]

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Who is Your Who and What Do They Want?

The word customer is, perhaps, the most important word in the language of business. Without customers, we don’t have a business. Or if we have one, we won’t have it for very long. Yet in my years of working with businesses, I have found them woefully ignorant about their customer. The reason for this, however, […]

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Two Kinds of Accountability: Internal and External

Accountability is all the rage these days. Everywhere you turn, in both the public and the press, people are asking for greater accountability. The salacious tales of Bernie Madoff, John Edwards, and Anthony Weiner all bring cries for greater accountability in business and government. This is good. But what most people think of when they […]

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4 Proven Sources of Trust

Know, like, and trust: these are the keys for building business today. In spite of the stunning technological advancements of the last few years–or, perhaps, because of them–people want to do business with other people with whom they have an authentic relationship. John Naisbitt’s Megatrends prediction of “high tech-high touch” nearly 20 years ago has […]

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Value, Added Value, and (Surprise!) Unexpected Value

Average doesn’t cut it anymore. People don’t tell their friends about an average restaurant, an average contractor, or an average consultant. Remarkable, now that’s a different story. At the heart of the word remarkable is “making remarks.” Remarkable service and remarkable products generate remarks from customers, otherwise knows as referrals, the most powerful and reliable […]

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