Archive for the ‘Sales’ Category
A Salesperson’s One-Page Business Plan
Posted by Cathy Atkins on Wednesday, December 7th, 2011 Categories:
Do your salespeople see themselves as mini-entrepreneurs? They should. Being a salesperson is like running a “business within a business.” You can guide them to that mindset by having them write their own personal one-page business plan. It will help them understand how their efforts contribute directly to the bottom line, see more clearly how [Click Here]
Taking the Helm of CBT: Brian McNeill
Posted by Joe Schmitter on Wednesday, November 2nd, 2011 Categories:
Now that the new version of the Columbia Business Times has been available publicly for a few days, and we’ve just completed the 20 Under 40 Awards presented by Moresource, I’d like to introduce you to another architect of this massive change, and tell him “Great Job!” The new editor of Columbia Business Times [Click Here]
Stop showing up unprepared.
Posted by Cathy Atkins on Tuesday, September 27th, 2011 Categories:
Cheering for my favorite football team on a Sunday afternoon is, for me, one of the hallmarks of Fall. Sometimes, however, I find myself yelling at the team more than I do cheering. It’s often because the team that I love didn’t show up for the game that day. In my amateur opinion, they looked [Click Here]
Are you a master of the fundamentals?
Posted by Cathy Atkins on Tuesday, May 17th, 2011 Categories:
I want to share with you what my daughter has written on the inside of her softball visor: Play tough. Do your BEST. Believe in yourself. No Fear. Have Fun! She’s 13 years old. The idea to pull out a Sharpie and write on the inside of her visor came from the assistant coach [Click Here]
You Want Fries With That?
Posted by Joe Schmitter on Tuesday, May 3rd, 2011 Categories:
My wife and I were recently able to leave our two daughters with their grandparents and sneak off to enjoy a quiet meal together. If you have kids, you understand how delightful it can be to have a few minutes of peace and not worry about flying meatballs or who gets the Minnie Mouse plate. [Click Here]
Going Fishin’ for New Business
Posted by Cathy Atkins on Monday, April 18th, 2011 Categories:
Once a quarter, we go fishing. Fishing for business, that is. Each quarter, the members of my sales training classes (President’s Club) dedicate a morning to applying all the prospecting tools they’ve been learning. It’s called “Fishbowl Day.” They show up for class, prospect list in hand. Armed with money and prizes, they dive into [Click Here]
Inducing Participation
Posted by Joe Schmitter on Thursday, April 14th, 2011 Categories:
One of the smartest and most interesting people I follow on Twitter is @nametagscott. He posted a thought today that resonated greatly with me and I couldn’t wait to share it with you. “If your brand doesn’t induce participation, your bank account will endure devaluation.” So what are you doing to induce participation? I bet [Click Here]
The Root of the Problem
Posted by Cathy Atkins on Thursday, March 24th, 2011 Categories:
I saw the first yellow crocus blooming in the yard not long ago. It’s an encouraging sign of Spring. Pretty soon, my kids and I were walking around the yard excitedly pointing out the hyacinths and tulips poking through the ground. Didn’t take long, however, in my excitement about the “fun” flowers to spot the [Click Here]
Don’t Sanitize the Mess
Posted by Cathy Atkins on Wednesday, December 1st, 2010 Categories:
‘When you arise in the morning, think of what a precious privilege it is to be alive – to breathe, to think, to enjoy, to love’ (Marcus Aurelius) Joy. Peace. Noel. Words that come easily to mind this time of year. We may even have these words gracing the fireplace mantel as we decorate for [Click Here]
A Double Dog Dare
Posted by Cathy Atkins on Tuesday, September 28th, 2010 Categories:
We just completed our first official foray into school fundraising. After the school assembly a few weeks ago, my 12-year old came home excited. She waltzes in the door with catalogs, an order form, and a plan. Of course, I helped her prepare. (Hey, what can I say…I’m a sales trainer.) We planned her route [Click Here]
Reward Yourself
Posted by Joe Schmitter on Thursday, September 16th, 2010 Categories:
Gary Ryan Blair is known as The Goals Guy. He’s worked with some major corporations to help their staffs achieve unbelievable results. One step in his goal setting & achievement process is to reward yourself for successes. To paraphrase his message on this topic: It’s human nature to beat yourself up when you make a [Click Here]
Boldness
Posted by Joe Schmitter on Monday, August 30th, 2010 Categories:
“When will your finest hour come, and how will it arrive? Do you really think it will materialize without an act of supreme confidence, audacity, or boldness?” –Gary Ryan Blair
A Mental Image is Worth Several Thousand Dollars
Posted by Joe Schmitter on Thursday, August 12th, 2010 Categories:
Once again I find myself grateful for the influence of someone on my career, and I’d like to continue the recent trend of sharing the blessing on my life they’ve contributed. Yesterday in the Sandler Sales Training class I attend, our instructor, Cathy Atkins, had us fill out a 3 x 5 index card with [Click Here]
Put Me In Coach, I’m Ready To Play…
Posted by Joe Schmitter on Friday, August 6th, 2010 Categories:
During the past year I’ve been on a growth spurt. No, I’m not getting taller, nor am I getting heavier. In fact, my growth spurt has helped me lose nearly 30 pounds. What I’m referring to is personal growth. Yesterday I was reminded once again at how powerful having an Executive Training Coach can be [Click Here]
Don’t Present Until You’ve Earned the Right
Posted by Cathy Atkins on Thursday, July 29th, 2010 Categories:
Sometimes salespeople just piss me off. Have you ever felt that way? I accepted a phone call from a telemarketer on Monday. She went into her information dump on the phone. I listened politely, waiting for her to come up for air. I then explained that I was not interested in her product at this [Click Here]
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