Expenses may change when you retire, but they don’t ever go away
Expenses may change when you retire, but they don’t ever go away
When you manage your sales team, do you manage a process, people or both?
Recently, I met with a CEO prospect who needed management training for the company’s sales manager. After discovering why the sales manager needed training, I asked the CEO what the company’s sales process or methodology was that the sales manager was managing. Silence … The company did not have a sales process to manage. The […]
Real estate professionals provide valuable tools to support growth
Commercial real estate transactions require a commitment of time and effort that some business owners are hesitant to make, says Eliot Kijewski, SIOR, senior vice president at CRESCO Real Estate. “There are so many little things that you need to think about that are easy to forget,” Kijewski says. “You may have your heart set […]
What the Akron Marathon organizers have learned from 12 years of event planning
Some 130,000 spectators will flood the streets of downtown Akron to watch an estimated 15,000 friends, family and strangers run the 26.2 hilly miles of the Akron Marathon, happening this year on September 26. Drawing the eyes of local and national media, the event generates an estimated $6.3 million in economic impact for the city. […]
Non-buying signals
One of the main reasons that salespeople come across as being pushy is because they don’t recognize the non-buying signals being communicated to them. If you are asking the right qualifying questions and actively listening to the responses, they will tell you if they are ready to buy. Remember, people don’t want to be sold […]
Managing the request for proposal/request for quote process
So, your salesperson receives an email from a very large prospect with a request to quote attached. Or, a junior partner gets a phone call from a large prospective client wanting an engagement letter to review. What happens next? Are the champagne corks popping? Does everyone adjourn to the bar to celebrate? Have the commission […]
The tongue is like a rudder on a ship
Your tongue steers your life. Words spoken by your tongue determine the direction of your life, just like the rudder of a ship determines the direction a ship will go. Words may not cause you to arrive at the destination immediately, but they head you in that direction, and eventually, if you continue in that […]
Using behavioral profiles to hire your next salesperson
At the beginning of every year, I engage my clients in a review using behavioral profiles, in our case Extended DISC (Dominant, Influencer, Steady relater, Cautious thinker), to help them identify and hire the right salesperson for the right sales role – New Business Development, Account Manager (i.e. Customer Service), etc. It comes as a […]
Thoughts on managing existing accounts to maximize company value
The new year has started, your hunters are hunting and your existing customers are ordering. How do you know the orders being placed are profitable and a good-fit for your company? Let’s take a quick self-evaluation: How well do you know your company’s value-added competencies? How well can you identify prospects that have the greatest […]
Not your typical night at the movies
Special events, craft beer and unusual films attract moviegoers