I suppose another way of framing that question is to ask you if you think customers and clients still value long-term relationships? Let’s look at what we know: All of our customers and clients are more informed than ever and typically enter the sales/buying cycle much later than they used to – you must be sick […]
Is Inspiration Overrated? I Think Not!
In a survey of more than one and a half thousand managers, people were asked what they would most like to see in their leaders. The most popular answer, mentioned by 55% of people, was ‘inspiration.’ Yet when asked if they would describe their current leader as ‘inspiring’ only 11% said yes. The two attributes […]
The Golden Egg(s) Nestling in Your Basket
From quite early on, in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some companies, they are brainwashed into believing that “all business is good business.” And of course, we do not challenge this fallacy, simply because we don’t know any better – we are on […]
An Abundance of Managers But a Paucity of Leaders
One of the questions I am most frequently asked is what are the key differences between a leader and a manager and this is the best quote I have ever read. It succinctly describes those differences. “There is a difference between leadership and management. Leadership is of the spirit management is of the mind. Managers […]
Sales Managers – A Tip for Finishing the Year Strongly
A More Disciplined Approach There are two escalating pressures in today’s marketplace that are creating a need for a more disciplined approach towards sales opportunities: The need to be more specialized and individualized in dealing with clients because we can no longer afford to treat all situations in the same way. The reality of competition […]
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