Archive for the ‘Sales’ category
July 8, 2010
Ted Williams, one of the greatest baseball hitters of all times, once said that the secret to good hitting was getting a good pitch to hit. He could just have easily been talking about successful cold calling. The first step in effective cold calling is segmenting the marketplace. Just as you need to know your [...]
Categories: Leadership, Sales, Strategic Plans, Strategy
Tags: Business benefits, Business Strategy, calling campaigns, Cold calling, Decision Making, Leadership, Management, prospect, Sales, sales scripts, Strategy, Target markets, training, value
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July 6, 2010
Over the past few months, I have taken on the responsibility of sales through a cold calling project. To be candid, I have never been a fan of cold calling. My personal belief is that you grow sales from the inside out, that is, you leverage existing relationships to create warm leads that result in [...]
Categories: Leadership, Sales, Strategic Plans, Strategy
Tags: Business benefits, calling campaigns, Cold calling, Leadership, Management, Sales, sales scripts, Strategy, Target markets, training
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June 17, 2010
One of the challenges in the interview process was the need to capture information in a meaningful way. The plan was to interview five candidates in one day and the risk of blurring responses, characteristics and attributes was fairly high. Effective data capture was therefore important. The tool that was built had a section for [...]
Categories: Hiring, Leadership, Sales, Strategy
Tags: behaviors, brand, Business Strategy, candidates, company culture, competitive trends, Corporate Culture, culture, Decision Making, evaluation, Execution, firing, Hiring, hiring disasters, hiring process, Integrity, Interview, interview questions, job, leadership profile, learning, Management, Management Philosophy, rewards, Staff, Strategy
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May 2, 2010
I really love my clients…they are all so eclectic and so varied. They have a unique way of thinking and my role as their guide is always interesting, stimulating and challenging. This past week presented an unusual opportunity and I wanted to share it with you. It reminded me of one of my favorite management [...]
Categories: Hiring, Leadership, Sales, Strategic Plans, Strategy, Visioning
Tags: Aphorisms, Business Strategy, Decision Making, Effectiveness, efficiency, Hiring, Leadership, Management, Productivity, Relationships, Sales, Strategy, Success, training, Transition Team, Vision
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March 7, 2010
ABC-Disney followed through with its threat tonight by pulling the New York-area WABC-TV from Cablevision after it failed to reach a re-transmission agreement with the cable giant. Some 3 million Cablevision customers in Long Island, Westchester, Brooklyn, and parts of Connecticut and New Jersey were affected. The two corporate giants are playing a giant game of chicken on Oscar night. If no [...]
Categories: Crisis Management, Sales, Strategic Plans, Strategy
Tags: ABC-Disney, ABC-TV, Academy Awards, Cablevision, Competition, Decision Making, Disney, Dolan, Oscar, Oscars, Oscars Night, Oscars Online, Unintended Consequences
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February 21, 2010
It’s very natural for us to hate it when someone complains about our company, products or even our work. But the complaint almost always represents a great opportunity — and an opportunity that should never ever be squandered. When someone complains, it is typically because an incident has occurred that goes well beyond the person’s [...]
Categories: Crisis Management, Leadership, Sales
Tags: apologize, Apology, body language, clients, complainers, complaints, critical conversations, Customer acquisition, customer service, Customers, Deposits, Emotional bank account, help desk, lifetime value, Problem Solving, Problems, rational man, rational person, rational woman, solutions, Stephen Covey, Technical Support, tone, trust, Viral
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January 1, 2010
Lately, I have been “heads down” more than ever working with companies on redefining their strategies. In these conversations, I am often asked what surprises me the most. Here are a few observations. The biggest surprise to me has been the pace at which whole industries have begun to disappear. As fast as one charts [...]
Categories: Crisis Management, Leadership, Sales, Strategic Plans, Strategy, Visioning
Tags: Amazon, Business Process Redesign, Business Strategy, Change, Communication, Competition, Creativity, Leadership, Mac, Mail, Management, newspapers, postal service, Publishing, retail, Sales, USPS, Zappos
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